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Issue:

Business

 

Written by:

Erick B

 

Date added:

April 2, 2013

 

Level:

University

 

Grade:

B

 

No of pages / words:

2 / 438

 

Was viewed:

8088 times

 

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Essay content:

This is because of the technical nature of the products being sold, and the need to maintain close personal relationships between the selling and buying organizations. However, the nature of the personal selling function is changing. Organizations are reducing the size of their salesforces in the face of greater buyer concentration, moves towards centralized buying, and recognition of the high costs of maintaining a field sales team...
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The concentration of buying power into fewer hands has also fuelled the move towards relationship management, often through key account selling. This involves the use of dedicated sales teams that service the accounts of major buyers. As the commercial director of HP Foods said: Twenty years ago we had between 70 and 100 salespeople...
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General issues of this essay:
Selling Sickness Direct Selling International Selling Personal Selling Personal Selling Short Selling selling event Selling Out Our Kids Selling Your Used Car Is Sex selling to you? Selling Your Used Car Sex stops selling when people stop buying Buying & Selling Copyrights selling concepts What Are They Selling?
 

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