The Characteristics of Sales Forces in Relation with Marketing Activities Carried Out by the Romanian Companies

Abstract

This article presents the importance of sales forces in the marketing activities of companies that are concerned with a good track record in sales, on a competitive market, obtaining a reference position and winning long-term customers. The necessity of adopting competitive strategies determines an accurate assessment of the sales force position concerning marketing activities managed by these companies. This study is based on the results of direct research conducted among Romanian companies, and at the same time, there are analyzed a wide range of issues related to the objectives achieved by the sales forces, appreciated characteristics and required skills of sale forces. There are also revealed the main sale concepts used in the practice of sales forces, in such a way that different features could be captured and guidance in marketing decisions of Romanian enterprises could be kept.