SHIFTING THE BASIS OF SALES STRATEGY TOWARDS AN ADVANCED KNOWLEDGE BASED MODEL
Journal Title: MANAGERIAL CHALLENGES OF THE CONTEMPORARY SOCIETY - Year 2016, Vol 9, Issue 2
Abstract
Reconciling the sales’ strategic management imperatives with the requirements of the knowledge based economy can be achieved only with the participation of certain dynamic factors, bound, by the interaction between them, into a particular model of "commercial animation", uplifted on advanced knowledge. The paper synthesizes a hybrid sales strategy model, based on advanced knowledge, and provides insight into the antecedents and consequences of such model. The paper shows that the gathering of vital intelligence about: business ethical standards, tacit & explicit corporate knowledge, market knowledge or sales governance, has important practical implications both on the business strategy of a company and on its sales strategy. Nowadays economic realities not necessary change the final results of good strategic sales management, but they certainly influence the way in which knowledge is being converted into a strategic resource, based on three cardinal notions: dynamic participation, versatility and integration. In such a context, the empirical and theorizing effort embodied in the paper explores specific aspect regarding: the link between strategic action and ethics, the integration of advanced knowledge into the strategic planning approach, the concatenation of the market knowledge with the organizational knowledge or the identification of the main interdepartmental drivers for efficient sales.
Authors and Affiliations
M. F. TALPOȘ, I. G. POP, S. C. VĂDUVA
Keywords
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