LEADERSHIP OF INDUSTRIAL SALES FORCE WITH THE PURPOSE OF THEIR MARKETING PROFILING
Journal Title: EMC Review: Časopis za ekonomiju i tržišne komunikacije - Year 2014, Vol 7, Issue 1
Abstract
Current economic trends, particularly processes of re-industrialization in the global market environment, urge industrial companies to use intensively the conceptual and methodological principles of modern marketing concept in accordance with requirements and needs of organizational buyers, as a prerequisite for efficient business in an increasingly competitive market of production goods. Simultaneously, specific interorganizational relations in this area imply the crucial role of personal selling in marketing and corporate programs of industrial companies. Effective personal communication with organizational buyers is determined by designing the sales system which does not only include the planned arrangement of the sales force, but also include their appropriate leading as dominant factors of human capital in industrial organizations. Due to this reason, this study emphasizes the need for marketing profiling of sales force through complex models, selection, training, supervision, motivation and evaluation of sellers for the purpose of preparing an optimal communication process with organizational buyers and achieving successful sales results in the industrial market.
Authors and Affiliations
Željko Dević, Gojko Ristanović
Keywords
Related Articles
- EP ID EP342071
- DOI -
- Views 71
- Downloads 0
BOSNIA AND HERZEGOVINA - RIGHT PLACE FOR THE FOREIGN INVESTORS
Foreign investment in the long run, on the less developed markets, are one of the ways to ensure the stability, economic growth and reduce the ga pin development between contries. Bosna and Herzegovina by the signing of...
CURRENCY BOARD ROLE IN MONETARY STABLIZATION AND ECONOMIC DEVELOPMENT OF BOSNIA AND HERZEGOVINА
Exchange rate price in which one currency exchange for another represent very important indicator of competitive of economy in world market. Currency Board represent fi xed exchange rate system where domestic currency is...
CROATIAN EXPERIENCE IN OPERATIVE IMPLEMENTATION OF AIR TRANSPORT SAFETY REGULATIONS
Circumstances and conditions in establishing the Croatian Civil Aviation Agency coincide with the application beginning of the modifications of amendments (2007) and later final version of the Aviation Law of 2009, regul...
THE ANALYSIS OF NET POSITIONS OF THE NEW EU MEMBERS STATES IN THE EU BUDGET
Debate on the member states’ share in revenues and expenditures of the joint budget, that is, net positions of the countries in the EU budget, has been ongoing since the formation of EU. In that sense, the redistributive...
USING THE TFP INDEX TO MEASURE CHANGES IN AGRICULTURAL PRODUCTIVITY IN THE EU
In its development paper Europe 2020, the European Commission defined the ambitious goal of raising the level of resource efficiency. As a means of achieving this goal in the agricultural sector, the demand for increased...