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Effective Customer Orientation in Salespeople: Evidences from India


Marketed By :  LAP LAMBERT Academic Publishing   Sold By :  Kamal Books International  
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  • Product Description

The key issue that a sales manager faces in today’s business environment is – “How to achieve growth objectives through implementing customer-oriented strategies in sales interactions for improved customer satisfaction and retention”? Clearly, the challenge therefore is to ensure that the salespeople in pursuit of achieving their sales quota must not deviate from the customer-oriented policies of the firm and hence the importance of measurement and monitoring of customer orientation at individual level. These issues warrant deeper investigation and understanding on the type of salespeople who will use their customer-oriented predispositions to sell effectively through better handling of the customer’s needs and objections. This empirical research outlines an effectiveness model for salesperson's customer orientation and prescribes actions for Sales and HR Managers for building and maintaining a superior performing customer-oriented sales force.

Product Specifications
SKU :COC74972
AuthorRakesh Singh
Number of Pages192
Publishing Year2014-04-01T00:00:00.000
Edition1 st
Book TypeBusiness & management
Country of ManufactureIndia
Product BrandLAP LAMBERT Academic Publishing
Product Packaging InfoBox
In The Box1 Piece
Product First Available On ClickOnCare.com2015-10-08 00:00:00