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date: 18 June 2019

Abstract and Keywords

This article reviews the rapidly changing business environment, and highlights it as an important and challenging influence on sales organizations. It examines the dynamic environment impacting the sales organization. A core characteristic of the changing sales environment is its complexity. Dimensions of the environment include globalization, changes in channel delivery and information provision, customer co-production and de-massification of the marketplace, hyper-competition and buyer concentration, sales force automation, customer expectations, ethics expectations, and increased emphasis on wellbeing in the workplace. Each of these environmental forces interacts with the others, significantly compounding analysis of the effects on the sales organization. This article examines a number of key changes in the contemporary business and social environment and discusses their implications regarding sales and sales management research and practice. It also considers psychological levels of analysis from the perspective of the individual salesperson or sales manager, possible dyads, teams, and stakeholder or wider society.

Keywords: business environment, sales organizations, globalization, information provision, customer co-production

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