The Sales Environment

Abstract

The sales environment is crucial to the ultimate success of a company, as it shapes and determines nearly all interactions with the firm’s customers. Having read this chapter, you should have a good understanding that sales organizations can be structured by its products, channels, regions and/or customers, and that—in the face of increasingly demanding customers and a highly competitive market-environment—it is more than ever necessary important, to put a stronger emphasis on a customer-oriented sales organization. You should also become familiar with the importance of managing the critical interfaces within the sales department and the interfaces with other functional areas. The latter includes both the sales-marketing interface and traditionally “sales-averse” functions such as product development, research and development, production, logistics, finance, and administration. Moreover, as selling has long been linked to “sleazy” activities, we like to offer advice that enables sales managers and sales reps to avoid unethical selling practices, but to build an ethical sales organization instead. You will therefore know what is needed to create and manage a positive, healthy, and efficient work climate. Finally, you will become familiar with the major steps for establishing a sales driven company.