Autori: Dinu, Vasile; Tachiciu, Laurentiu

Editorial: EDITURA ASE, PIATA ROMANA, NR 6, SECTOR 1, BUCURESTI, 701731, ROMANIA, AMFITEATRU ECONOMIC, 11 (25), p.21-28, 2009.

Rezumat:

Based on a very rich literature regarding the requirements for successfully selling in nowadays conditions, the present paper brings into discussion what might become a new concept, relevant for better understanding the role that salespeople are expected to play: the concept of sales-entrepreneur, or, in other words, the person conducting sales as his own business. After a short summary of more important topics and research findings in the recent literature on sales management, authors enumerate the main changes affecting the business environment which ask for reconsideration of the role, ways and means of salesmen. Authors emphasize the changes related to the seller-buyer relationship, including attenuation of the information asymmetry and of the negotiation power gap. Finally, the main distinctive traits of a sales-entrepreneur are uncovered in an attempt of systematization of choices that an entrepreneurial mindset will do among selling strategies and techniques. The article does not intend to draw a conclusion, but simply to launch a debate and a possibly useful direction of study.

Cuvinte cheie: sales; sales force; sales management; entrepreneurial spirit

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