Effective Customer Orientation in Salespeople: Evidences from India
The key issue that a sales manager faces in today's business environment is - How to achieve growth objectives through implementing customer-oriented strategies in sales interactions for improved customer satisfaction and retention? Clearly, the challenge therefore is to ensure that the salespeople in pursuit of achieving their sales quota must not deviate from the customer-oriented policies of the firm and hence the importance of measurement and monitoring of customer orientation at individual level. These issues warrant deeper investigation and understanding on the type of salespeople who will use their customer-oriented predispositions to…
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Produktdetails
- ISBN: 978-3-659-52560-5
- EAN: 9783659525605
- Produktnummer: 37445973
- Verlag: LAP Lambert Academic Publishing
- Sprache: Englisch
- Erscheinungsjahr: 2014
- Seitenangabe: 192 S.
- Masse: H22.0 cm x B15.0 cm x D1.2 cm 304 g
- Abbildungen: Paperback
- Gewicht: 304
Über den Autor
Rakesh has been researching issues in the sphere of B2B marketing and workplace spirituality including several new constructs such as Karma orientation and natural rewards strategies in selling.With over 24 years of industry experience at The Times of India Group, Rakesh earned his PhD at XLRI, India. He teaches marketing courses at IMT,Ghaziabad.
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