ABSTRACT
The internal environment also presents challenges. The increase in mergers and acquisitions, the introduction of new products, and expanded product mixes add to the complexity of sales operations. Recent scandals in the business press have focused more attention on ethical issues within firms with a special focus on sales organizations. The costs of maintaining salespeople in the field are escalating, so firms are pressuring sales organizations to increase sales while decreasing selling costs. These internal and external environmental influences require sales organizations to make significant changes in how the sales function is managed.
