Page 146 - International Marketing

NPP

148 International Marketing BRILLIANT'S

management, to recording sales and performances of each individual. This
sales force software also recommends training programme and other tools
that will help develop the full potential of international sales force.
The nature of personal selling and sales management is undergoing
dramatic change. Organizations are increasingly looking to new ideas,
sales channels and technologies to sell products management buyer-
seller relationships, and restructure the sales functions in response to
these changes.
Sales force management is all about organization, planning and rec-
ognizing the strengths and weaknesses of the individual members of the
sales force.
Factors affecting sales force management
In order to develop and manage effective international sales force with
an accomplished ability to adapt and involve in the new business landscape,
it is important for a marketing/sales manager to understand and account
for the forces impacting on personal selling and sales management.
The various factors are as follows:

Rising customer
expectations

Behavioural Consumer Avoidance of
factors buyer-seller negotiations
Expanding Power of Giant
Retailers

Sales for automation
Sales Technological
Management factors Electronic sales channels

Moving to direct
Managerial Marketing
factors
Outsourcing of Sales
functions

1. Behavioural Factors
 Rising Customer Expectation: Due to increasing competitions
in products and services, the expectation for product quality,