دراسات اقتصادية
Volume 8, Numéro 2, Pages 397-408
2014-08-01
The Role Of Sales Forces Management In Establishment A Long Term Relationship With The Industrial Customer In The Business To Business Market. Case Study Of The New Glass Company -nover-chlef
Authors : Mezrig Achour . Meddah Nadia .
Abstract
This study aims to provide a new addition to the figures, as well on the subject of the relationship between the enterprise and the customer in business to business markets, this current study shed light on the theoretical concepts related to the sales force management and the relationship between the institution and the customer, In addition to the use of statistical methods to reach the extent of the role of the sales force management in the creation of a long-term relationship with the customer, through the study on the glass enterprise NOVER , it has been shown by the study that the management of the sales force have a significant impact on the relationship with the customer in the business to business market.
Keywords
Sales forces management, Long-term relationship, business to business market
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