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La révolution vente et ses enjeux organisationnels

Author

Listed:
  • Michelle Bergadaà

    (UNIGE - Université de Genève = University of Geneva, ESSEC Business School)

  • Julien Bernard

    (ESSEC Business School)

Abstract

Une conférence-débat (*) a été organisée entre dirigeants de grandes entreprises françaises sur le thème de la révolution vente et des enjeux organisationnels qu'elle présentait dans leur secteur. Sous la poussée de forces telles que la mondialisation, l'émergence des nouvelles technologie de vente et communication, le durcissement des positions concurrentielles, la vente est appelée à jouer un nouveau rôle primordial dans l'entreprise comme dans la société. Claude Desmont (Président de l'association DEFI), Ernest Ferrari (Conseiller du Président - Renault), Patrick Lecendrier (Directeur Commercial - Rank-Xerox), Yves Le Mouel (Directeur de la Division Services vocaux et Réseaux Supports - France Telecom), Louis Claude Salomon (Directeur Général des Ventes - Procter & Gamble) expriment ici leur analyse des bouleversements en cours et à venir dans leur secteur.

Suggested Citation

  • Michelle Bergadaà & Julien Bernard, 1998. "La révolution vente et ses enjeux organisationnels," Post-Print halshs-02925817, HAL.
    • Handle: RePEc:hal:journl:halshs-02925817
    DOI: 10.7193/DM.013.37-45
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