ABSTRACT
Cultural differences are already apparent between the various Sales Business Units. Account managers sell the same products, but an account manager in the military business is different from one in the food industry. Organisations operate in a rapidly changing environment that is increasingly becoming more international. This environment has a major influence, not only on commercial ventures, but also on organisations in the quaternary sector. The sales manager must analyse relevant opportunities and threats in the external environment. Commercially attractive countries, markets and customers are chosen on the basis of analysis. Sales management is derived from and related to the business management process: combining and managing people, resources and processes, with the aim of delivering a sustainable contribution to the organisation, the current and future market, and society. The micro environment is the situation within the organisation itself.
