IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-02436710.html
   My bibliography  Save this paper

Une Analyse Prospective De La Fonction Vente

Author

Listed:
  • Michelle Bergadaà

    (ESSEC Business School)

Abstract

Les entreprises européennes oeuvrent dans un contexte d'évolution économique toujours plus rapide et complexe. Elles doivent adapter leurs structures organisationnelles, et tout particulièrement leur force de vente, pour répondre aux besoins du marché futur. L'étude prospective présentée ici a été réalisée grâce à l'initiative et à la participation active de dirigeants de grandes entreprises françaises. Ils se sont interrogés à propos des moyens à mettre en oeuvre dès aujourd'hui pour s'assurer que la force de vente répondra efficacement aux contraintes futures de l'environnement. La méthodologie utilisée a permis de structurer progressivement la réflexion de dirigeants en Stratégie, en Ressources Humaines et en Ventes. Trois thèmes ont été traités : la proposition d'un cadre prospectif commun d'intervention, les enjeux principaux de quatre types d'organisations spécifiques et les actions à enclencher d'ores et déjà.

Suggested Citation

  • Michelle Bergadaà, 1993. "Une Analyse Prospective De La Fonction Vente," Post-Print hal-02436710, HAL.
    • Handle: RePEc:hal:journl:hal-02436710
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-02436710. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.