Grassroots Japanese Sales Management : Implications for Salesperson-driven Strategy Formation

URI http://harp.lib.hiroshima-u.ac.jp/hue/metadata/12180
File
Title
Grassroots Japanese Sales Management : Implications for Salesperson-driven Strategy Formation
Author
氏名 Tsuye Kenneth Ichiro
ヨミ
別名
Subject
Eigyo
integrated operation
flexible resource mobilisation
customer adaptation
Abstract

Japanese sales sections are usually called Eigyo-bu (Eigyo department). Eigyo literally means sales. But, Eigyo does not mean sales only, rather Eigyo refers to conducting business. Because of this, Eigyo personnel play a bigger role than regularly titled sales personnel. We will introduce the concept of Eigyo and what roles and implications of a typical Eigyo department plays within a firm. Eigyo departments sometimes incorporate functions implemented by the other departments within their company. We will conclude that marketing functions can be integrated not only by a marketing manager but also by people in other positions, such as sales managers. Managerially speaking, this may deem more efficient and effective in turbulent, unpredictable marketplaces.

Journal Title
広島経済大学経済研究論集
Volume
37
Issue
4
Spage
103
Epage
108
Published Date
2015-3-31
Publisher
広島経済大学経済学会
ISSN
0387-1436
NCID
AN00212083
Language
eng
NIIType
Departmental Bulletin Paper
Text Version
出版社版
Set
hue