[DOWNLOAD] "Larger Customers, Larger Orders: Implications for Smaller Sales Departments." by Academy of Entrepreneurship Journal # eBook PDF Kindle ePub Free

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eBook details

• Title: Larger Customers, Larger Orders: Implications for Smaller Sales Departments.
• Author : Academy of Entrepreneurship Journal
• Release Date : January 01, 1997
• Genre: Business & Personal Finance,Books,
• Pages : * pages
• Size : 258 KB

Description

INTRODUCTION A common benchmark in the evolution of many smaller firms is the successful attraction of larger accounts. Successful recruitment of the first large order is very frequently the turning point for a smaller business. The principal thesis of this article is that the solicitation of larger customers by smaller companies has dramatic impact on the small firm's selling operations and upon sales management practice within the small company. In general, three major changes are expected. The firm's selling process, that is, the manner in which the affected sales people conduct their activities, will change. The buying process, that is, the way in which the customer interfaces the selling organization, will also change. And finally, the combined impact of these two changes will necessitate significant alterations in selected sales management activities.

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