Sales : roles, relationships, routines, rules and resources

Sales are a vital part of organisational and business life yet few know how to tackle the subject.

The book provides recent insights about changes in the sales role as analysed from the vantage point of some important organisational relationships, routines, rules and resources. In general, the book addresses issues such as various nuances of internal and external relationships, the need for stable and flexible routines, the existence and development of various logics for rules, and the use of a variety of human and structural resources. The themes discussed in the book include value, teamwork, attention, motivation, empathy and emotions, data and analytics, digitalisation and new technologies, and personality, as well as expertise and skills.

The book applies a broad perspective to sales, encompassing sales on both business and consumer markets, and illustrates the main ideas with appropriate examples.