Pregled bibliografske jedinice broj: 172125
Different Aproaches to Sales Force Management in Transitional Contex - Empirical Evidence
Different Aproaches to Sales Force Management in Transitional Contex - Empirical Evidence // Second International Coference of the Faculty of Economics in Sarajevo, ICES 2003 / Stojanov, Dragoljub ; Ćulahović, Besim (ur.).
Sarajevo: Ekonomski fakultet Univerziteta u Sarajevu, 2004. str. 641-659 (predavanje, međunarodna recenzija, cjeloviti rad (in extenso), znanstveni)
CROSBI ID: 172125 Za ispravke kontaktirajte CROSBI podršku putem web obrasca
Naslov
Different Aproaches to Sales Force Management in Transitional Contex - Empirical Evidence
Autori
Tomašević Lišanin, Marija
Vrsta, podvrsta i kategorija rada
Radovi u zbornicima skupova, cjeloviti rad (in extenso), znanstveni
Izvornik
Second International Coference of the Faculty of Economics in Sarajevo, ICES 2003
/ Stojanov, Dragoljub ; Ćulahović, Besim - Sarajevo : Ekonomski fakultet Univerziteta u Sarajevu, 2004, 641-659
Skup
Second International Coference of the Faculty of Economics in Sarajevo, ICES 2003
Mjesto i datum
Sarajevo, Bosna i Hercegovina, 09.10.2004. - 11.10.2004
Vrsta sudjelovanja
Predavanje
Vrsta recenzije
Međunarodna recenzija
Ključne riječi
selling; sale force management; transition; Croatia
Sažetak
In the paper, the author explores different managerial practices applied in Croatian companies with special regard to sales force management. Because of historical heritage of transitional economies, companies in the region lived, for extremly long period of time, a quite different approach to organization and management of sales function, than that widely accepted and practiced on the West. With the transition to market economy, it become obvious that traditional role and management of sales function might not be able to contribute adequately to perservance of existed market share, or merely to secure business existence in fierce competitive race.
Izvorni jezik
Engleski
Znanstvena područja
Ekonomija
