Why Is It Important for Sales Representatives to Know Whether

question 43

Essay

Why is it important for sales representatives to know whether a potential business customer is making a new buy or a modified rebuy decision?

---

Definitions:

Flatter Organizational Structures

An organizational model with fewer hierarchical levels, intended to promote better communication and faster decision-making.

Management Functions

Management functions encompass planning, organizing, leading, and controlling organizational resources to achieve strategic goals.

Training And Development

A systematic approach to enhancing the knowledge, skills, and competencies of employees to improve organizational effectiveness.

Human Capital

Human capital represents the skills, knowledge, and experience possessed by an individual or population, viewed in terms of their value or contribution to an organization.