The Changing Sales Environment

Nick Lee

in The Oxford Handbook of Strategic Sales and Sales Management

Published in print January 2011 | ISBN: 9780199569458
Published online May 2011 | | DOI:

Series: Oxford Handbooks in Business and Management

The Changing Sales Environment

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  • Business and Management
  • Marketing
  • Organizational Theory and Behaviour


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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

Article.  10794 words. 

Subjects: Business and Management ; Marketing ; Organizational Theory and Behaviour

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