November 2015
Intermediate to advanced
168 pages
5h 46m
English
Content preview from Organizational Resource Management
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106 Organizational Resource Management
Sales culture can be seen through customers’ eyes as sales performance by a sales
force. A theoretical “best way” for the sales process exists, but how the underlying
assumptions affect this in practice, that is, whether or not the written method is fol-
lowed in practice, is the core of sales culture. It is easy to put on paper an ideal way
to handle a sales case and other customer management actions, but in reality, what is
crucial is how well each salesperson operates according to the explicitly dened way.
As shown in Figure 6.1, there are several elements inuencing sales performance.
This inuence is shown as dotted lines ending in sales performance. Based on how a
customer nds the sales perform
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