Exclusion As A Form Of Control - 1512 Words

Exclusion as a form of control is contingent upon the belief what you are excluding is the problem. Usually however, what is being excluded, like a criminal, is the symptom of a much bigger problem (a failing education system, poverty†¦etc). Additionally, the idea that a human can be â€Å"fixed† in a psychiatric facility is also contingent on there being one source and one problem that can be identified and dealt with. Humans are complex, and we can’t assume to know how effecting one part will effect the whole. Again, complexity is disregarded for the sake of the image that is at stake. The image in this case, is a safe and civilized community. Criminals threaten to disrupt the boundaries we have put in place in society. By breaking laws or†¦show more content†¦This is obviously unrealistic, but that doesn’t stop us from trying. Disease is part of nature, and on an environmental level it is a natural form of population control. There is a sort of i gnorant arrogance that comes with being a human in society. We don’t try and live in harmony with nature, and accept death from disease as a natural process, rather we fight nature and do our best to outsmart it through inventions like antibiotics. We use nature to our advantage when it is convenient, but we disregard it when it threatens our structures and rules. In contrast, it is worth noting that war, which also contributes to premature death and goes against society’s ideals is not nearly as obsessed upon. There is no â€Å"war awareness month† like there is a â€Å"breast cancer awareness month.† The reason for this is because war is much more complex and a product of our own boundaries. Yes, we say things like â€Å"war is bad† or â€Å"terrorists are evil† but it is exactly that kind of dichotomous thinking that perpetuates the violence. Actually eliminating war would mean shifting the way we interact with each other in the world. It would mean not simplifying people to good and bad, but accepting everyone with their differences. We created war, and it’s a product of the divisive boundaries we set for ourselves in society. Instead of eliminating the boundary we act in ways that give

American Sphinx The True Character Of Thomas Jefferson...

Many books have been written about Thomas Jefferson, the writer of the Declaration of Independence, the first secretary of state the third president of the United States of America, but the majority are biographies. In the book American Sphinx: The True Character of Thomas Jefferson, author, Joseph J. Ellis, writes about the character of Thomas Jefferson, by examining his thoughts, actions, and writings in different periods of his life. Ellis starts off the first chapter of his book with what many would call a blemish on one’s character, owning slaves. Throughout Jefferson’s life, he owned give or take 200 slaves. But, between 1784 and 1794, he sold or gifted 161 of his slaves and upon his death, periodically, five members of†¦show more content†¦He saw â€Å"each proposed revision [to the Declaration] as another defacement.† Also, during his time as president, it is only documented that he gave two public addresses, his two inaugural addresses. Most p eople had to read his first inaugural address afterwards because only people in the first few rows could hear it because it was given in an â€Å"almost femininely soft tone.† Jefferson is known as one of the most secluded presidents, but his cabinet members saw him three nights a week when he hosted dinner parties for his cabinet members and their families at the presidential mansion during his first term. After he retired and returned to Monticello, Jefferson’s tone noticeably changed according to his guests that visited him at his home; his speech became more animated and rapid. During his time in the public eye, his character was both questioned and assaulted. The first time his character was questioned was when he was the Governor of Virginia. Supposedly, Jefferson fled on horseback when a detachment of General Cornwallis’s troops almost captured him at his home in the early parts of what is now known as the Revolutionary War. His action was seen as a cow ardly leading to an investigation of his conduct, but it was eventually dropped. His character was once again assaulted during his presidential campaign and as president because of his religious beliefs, his association with Thomas Paine, and his supposed sexual relationship with aShow MoreRelated My Friend Hamilton -Who I shot Essay6642 Words   |  27 Pagesduel between Aaron Burr and Alexander Hamilton holds a significant relevance in American history and should be examined within the context of early American culture and politics. The recent historiography of the incident provides us with a complex, evolving web of conflicting interpretations. Since the day of this tragic duel, contemporaries and historians have puzzled over why these two prominent American statesmen confronted each other on the Plains of Weehawken. What circumstances orRead MoreA Summary On The Children Cheetah 10031 Words   |  41 PagesAcinonyx intermedius (mid-Pleistocene period), found over the same range. The extinct genus Miracinonyx was extremely cheetah-like, but recent DNA analysis has shown that Miracinonyx inexpectatus, Miracinonyx studeri, and Miracinonyx trumani (early to late Pleistocene epoch), found in North America and called the North American cheetah are not true cheetahs, instead being close relatives to the cougar.[17] Subspecies Although many sources list six or more subspecies of cheetah, the taxonomic status

Influence of Manager Role in a Conflicting Situation

Question: Discuss about the Influence of Manager's Role in a Conflicting Situation. Answer: Introduction Managerial Actions regulates the common aptitudes for direction and the procedures in relation to the events of development of activities for the resolution of interactive affairs. The current study climaxes the aims of examination of the management of attitudes that conveys the elementary standards of infrastructures and associate factures of the behavior within and the outlying circumstances of wide-ranging pattern of establishments. The readiness as well as consciousness of the associated employees needs to comprehend the substantial methods and configurations that breeds on the exhibition of knowledge and positive outcomes (Canavan, 2013). There are various dynamics of organizational arrangements and approaches that define the apprehensions of diversities in handling the administration of personnel for specialized institutions. The multinational set-up needs to be vigilantly brought about with strategic operations of an efficient manager. The accomplishments of manager occasionally lead to confusions and interruptions in social and personal affairs producing great instabilities. This may strenuously affect psychological synchronization that hypotheses incongruities and chaotic environments in the place of work. The persons evolving from distinguishing social and cultural systems in international businesses hold inconspicuous standards and events of operational criteria to accomplish their purposes of specialized pursuits (Herman, 2013). Findings Role of Manager The capacity of operational teams needs the proper guidance of managers with miscellaneous accountabilities and fluctuations relating to engagements as well as multi-tasking (Lauby, 2015). This assertiveness certifies the establishments to come upon shifting employments, production strategies and knowledge based skills of the employees. Numerical flexibility incorporates the power to adapt the figure of personnel or the entireness of times that every single worker performs, in reaction to the differences of demand. Monetary modification includes a company's competence to control engagement costs in return to possessions and request at the external exertions of marketplace. The purposes of practical in addition to scientific tractability are equipped with stress-free determinations to move discretely from dependable measures of remunerations. It is engrossed in the track of modified organizations stuck on performance. This would motivate and inspire the employees to ensure long term s ustainable effort that would refer to superior contribution in the direction of the successful presentation of strategies of work-related matters (Manzoor, 2011). An establishment of flexible arrangement would involve core set of personnel to comprise full-time workforces who would perform the significant actions and responsibilities in the firm (Atkinson 1984). Adjacent to the core staffs might stand the outlying assemblies of personnel termed as peripheral groups. There can be dual sorts of outlying clusters. The principal kind of out-of-the-way groups entails of workforces that have perpetual agreements, nevertheless possesses rarer occupational openings plus less commitment of security. The additional sort of outlying collections comprises of job-sharing workers, part time service holders, or personnel that remain on short-term conventions. Mobility within the workplace is witnessed as an imperious and ultimate feature of current foundations. Evolving productive tactics for gentleness in the workplace points to a fundamental gradation in an organization, as once such procedures are active; it impacts in intensified output, professional satisfaction, an appreciation in functioning comfort, and ultimately leads to grander efficiency and execution in the practicable market situations. Freedom of movement formulates a very momentous measure while progressing workplace methodologies and understanding the long-term purposes of a business (Anastasia, 2014). The drive and objective of the works of manager stands to determine and denote the diverse clarifications of suppleness within the place of effort; give more significance on by what means workplace compliance enlarges engagement plus maintenance to avoid conflicts. This needs to appreciate the perception of the Atkinson well-founded idealism; design of demonstrations of fle xibility arrangements in establishments, the welfares in backing for the concern along with participants of employees, arrangement for training and development, empowerment of the personnel and by what method it lastly promotes to the achievement of any certified pursuit (Armstrong, 2010). Figure: Atkinson's flexible category of demonstration of idealism (Source: Atkinson, 1984) Accordingly of the incessant unorthodoxies in the commercial world, institutions which lack suppleness amongst their working situations are essentially at high possibility of catastrophe. International and internal competitive pressures; key financial events and technical distinctions ensure the companies to observe greater forms of impressionability and proficiency, not to designate the strategies determined on revolution and awareness following the inspiring market situations (Bishop, 2013). The promising features of the individuals desires to be valued through the utilization of the abilities in suitable avenues of production. The staffs ought to acquire to nurture the landscapes of collective technique of operational culture besides employing group exertion that pose on the policies of the leading superiorities of the Manager. The motivation and reinforcement of the employees would positively value them to promote the inner individuality in the direction of persistent outlook, documented visualization as well as self-regards. This eventually will support the corporate groundwork and the services. (Nixon et al. 2012). The well-made impact of the cultures would categorically emphasize the assurance of the operative examinations in the prospective period (Mazenod, 2013). Figure: Role of Manager (Source: McClelland, 2014) Managers as negotiators Negotiation transpires among two or further codependent parties who ensure a professed conflict amid their requirements, however accept as true a discussed conclusion. Parties might not identically comprehend the subtleties of intervention of manager. Managers ought to be a great representative. Negotiation stands as a conflict resolving development wherein two or added parties discourse their dissimilarities and endeavor to influence conciliation on their collective resolutions In the system of Distributive or else Zero Sum Negotiating, compromise is observed as the leading step to bring about matters to avoid them to develop greater and it expenses the lowest than supplementary disagreement determination procedures. There is simply one champion demanding assessment for themselves which gains by individual origination at the cost of the other side. Integrative or Non-Zero Summation of Negotiating may help to recognize the objectives as well as without dropping can generate the signi ficance of assessment. Distributive can lead to modification with the implication of Integrative and vice versa (McLennan, 2013). According to the distributive negotiation technique, first proposal is completed with securing measures of counter suggestion - affixing cost for subsequent party may well debate on the evidences to back and the circumstantial accounts exchange faster with arrangement that extends to wherever approximating intermediate approach. It is suitable when the time-limit is small. The consequences are not critical to either of the parties and the affiliation amid the groups is not injured with an available price. .In this respect, if an administrator has a exceptional proficiency of compromise, it may be useful to the society not merely business-wise however it might affect interpersonal relations since it possibly will curtail the clashes without valuation of enormous dimensions of price (Schmitt, 2012). Managers as Mediators Mediation is the unique method of the commitment as per the determination of classifications that ought to be easy-going and support to decide on the disagreements among two parties where there remain diverse elegances of arbitration which exist as evaluative intercession and transformative patterns of conciliation. As a director who opts for evaluative facilitation style, the leader have a duty to support the events to influence the determination by directing out strong point and feebleness of their circumstance and may foresee what a magistrate or adjudicators would be expected to ensure. Correspondingly, the evaluative moderator as a supervisor requires signifying unceremonious or formal approvals to the parties to determine the effect of the concerns (Whitley Glo?ser, 2014). As regards the transformative arbitrator as a director, intercession ought to be founded on the ethics of authorization for every single member of both the parties in addition to acknowledgment and the principles of rationality benefits, requests, and values besides the perspectives. Moreover, it is acceptable to interconnect each of the parties by accentuating the rapport concerning them. In this respect, the contentment using the transformative manner of arbitration might be sophisticated than others since each of the members of the parties could sense their viewpoints are well perceived in the procedure (Zvavahera, 2015). Centered on two diverse sophistications of the arbitration, it appears that the starring role of the director as an intermediary person stands on the perception that managers ought to attend to each partys standpoint and appreciate the matters of the arguments. Furthermore, the managerial executives have a duty to discover each partys necessities and desires which are indispensable to make concession. The managers ought to confirm and authorize the consequence in written form of artifact after considering the decisions based on the judgment of opinion that would serve mutual agreements (Murerwa et al. 2014). Conclusion The diverse financial, communal, political, legitimate, industrial and environmental situations of miscellaneous nation-states impact on numerous designs of mental realization to accomplish victory in their potential professions. There causes psychological despairs, anguishes, conflicts of attitudes, distressing statuses within the outlying and in-house situation of the group outstanding to the disillusionment of strategies and ideologies of Managerial Responsibilities Recommendation A manager must produce decisions for common gain, approve inspired problem resolving attitude accept development of free-associating values, perceive other perceptions and concepts, engender and customize unprejudiced conditions to estimate reimbursement terms as an instance, salary consultations that serves the target for related situations. The aim is to confirm promises which are not random but reasonable to all the adoptions of compromise policy that affects the status as a manager to master the methods of win-win resolutions. References Anastasia, P. (2014) 'European Judicial Training: Promoting The Development Of Standardised Training Materials And An Interactive Training Methodology'. ERA Forum 15(3), pp. 319-324. Armstrong, M Taylor, S. (2014) Armstrong's Handbook of Human Resource Management Practice. 13th ed. London: Kogan Page Limited Armstrong, M. (2010) Armstrong's Essential Human Resource Management Practice: a guide to people management. London: Kogan Page Limited Atkinson J. (1984) Manpower Strategies for Flexible Organisations., Personnel Management, vol. 16, no. 8: 28-31 Bishop, W. (2013). The Genesis of Values in Genesis. Journal Of Human Values, 19(2), 127-132. https://dx.doi.org/10.1177/0971685813492271 Canavan, G. (2013). The Anthropology of the Future. Postmodern Culture, 24(1). https://dx.doi.org/10.1353/pmc.2013.0054 Herman, D. (2013). Selfhood beyond the Species Boundary. Postmodern Culture, 24(1). https://dx.doi.org/10.1353/pmc.2013.0055 Lauby, S. (2015) Motivating Employees In The Digital Age. 1st edn. Alexandria, Virginia: Association for Talent Development Manzoor, Q. (2011) "Impact Of Employees Motivation On Organizational Effectiveness". Business Management and Strategy 3 (1) Mazenod, A. (2013) Engaging Employers In Workplace Training - Lessons From The English Train To Gain Programme. International Journal of Training and Development 18(1), 53-65 McClelland, K. (2014) "Cycles Of Conflict". Sociological Theory 32 (2), 100-127 McLennan, R. (2013). Cases in organisational behaviour. Abingdon [England]: Routledge. Murerwa, T., Muriiki, S., Lesiyampe, R. (2014). Organisational Theory and Behavior. Saarbru?cken: LAP LAMBERT Academic Publishing. Schmitt, N. (2012) The Oxford Handbook of Personnel Assessment and Selection, Oxford: Oxford University Press Whitley, R. Glo?ser, J. (2014). Organisational transformation and scientific change. Bingley, U.K.: Emerald. Zvavahera, P. (2015) "An Analysis Of The Complex Model Of Motivation In Retaining And Motivating Employees". Business and Management Horizons 3 (1), 1

Sales Management Research Proposal Essay Example

Sales Management Research Proposal Essay Introduction Present-day business environment is rapidly changing importing certain changes into the process of selling goods and services. Some of these changes can be rather dramatic, affecting the most essential principles of sales management. Being a separate field of management, sales management performs fundamental functions, which influence the operation of a company in the market, its profitability or losses as result of successful or unsuccessful establishment of relationship with potential customers. Though sales managers perform multiple functions, it is possible to distinguish two main functions, which include to achieve company’s goals (dispose off the goods and services, receive a new market share and etc) and to provide company’s owners or top management with the report concerning the level of sales volumes. The job of a sales manager is very challenging due to the high rate of responsibility sales managers have to undertake upon accepting the job. Such high rate of r esponsibility is explained by the necessity to establish close interaction with the customers or groups of customers, which should be achieved as a result of sales manager’s work. Goods and services turnover represented in money means appears to be the main index, evidencing how a company was operating during a certain period of time, how many goods and services have been produced and sold to the consumers, and how much profit it brought to the company. And as the conditions of selling are constantly changing, it is up to sales management to adapt to these changing conditions and to develop methods of more effective selling of products to consumers. The main goal of designing current study is to speak about the role and main functions of sales management, the ways it uses to adapt to the changing business environment and the role of selling in the modern economy. The paper will also focus on the relationship between companies and their customers by the example of the company known as â€Å"Merck† which has been operating in pharmaceutical industry for a rather long period of time. 1. Key Concepts of Sales Management Sales management as one of the key elements of management was designed to address the needs of companies in terms of selling their goods and services to as many customers as possible, while keeping records of the sales volumes. Sales management appeared rather long time ago, however, until now it remains an effective tool predetermining company’s either profits or losses. When speaking about sales management it is in the first place necessary to speak about so-called â€Å"direct executors† of the main tasks of sales management known as sales managers. So, who is a sales manager? A sales manager is a person, who is in charge of the process of selling of goods and services to consumers. Usually a sales manager is the head of the whole department, performing the functions of leader, supervisor, company’s representative, technical expert and etc. Thus, it is fair to note that sales managers â€Å"conceivably have one of the more eclectic, demanding, and crucial man agerial jobs in business† [7]. Due to the reports that have been drawn up based upon multiple scientific researches â€Å"the sales manager’s responsibility for handling the entire interface with the customer is possibly the single most important factor in creating and perpetuating company success† [7]. 1.1. Major Functions Performed by Sales Managers Daily We will write a custom essay sample on Sales Management Research Proposal specifically for you for only $16.38 $13.9/page Order now We will write a custom essay sample on Sales Management Research Proposal specifically for you FOR ONLY $16.38 $13.9/page Hire Writer We will write a custom essay sample on Sales Management Research Proposal specifically for you FOR ONLY $16.38 $13.9/page Hire Writer When a person accepts position of the sales manager he/she undertakes significant responsibility as the amount of duties of sales managers usually exceeds the amount of duties other employees have to fulfill. Duties, role and functions are what make sales managers different from usual salespeople or individual sales representatives. Sales managers are â€Å"charged with effectively managing and leading sales forces in their revenue-generating and customer relationship activities† [7]. The first function that sales managers perform is organizing the work of the sales department, which includes planning, motivating and controlling the work of salespeople, customer service representatives, sales representatives and other staff. Sales managers are responsible for interviewing and hiring new employees, and training and developing employees that have already been hired. They also have to develop schedules for work, where every employee will be assigned his/her specific duties. Anoth er function of sales managers is to conduct daily oversight of the work of departments if a sales manager is employed at a large company with many departments. However, if a sales manager is equated to an individual sales representative, for example, when he/she is working in a small company, which does not require the establishment of a separate department, then sales manager’s functions are the following: â€Å"direct selling, customer service, working with managers, managing information, working with others, training/recruiting, entertaining, and out-of-town travel† [2]. Functions that are performed according to the duties of a sales manager or salesperson largely depend on the â€Å"job type, industry and country† [2]. For example, in pharmaceutical industry, it is more wide spread to have a sales manager employed at a pharmaceutical company, like it is done at Merck, where subsidiaries have their own sales managers, who are in charge of the whole sales depa rtments, including the sales managers who are in charge of web-based pharmacies. This is done due to the growing necessity of â€Å"assuring the quality of medical care, guaranteeing the accuracy of exchanged information, fraud, and abuse have rapidly become evident† [5]. As the authors of the book â€Å"Sales Management: A Global Perspective† John B. Ford and D. Honeycutt note: â€Å"since sales activities vary by industry and location, then it appears certain that the sales job also differs by culture† [2]. That is why functions that are performed by sales managers in one country may significantly differ from functions performed by sales managers from other countries. For example, salespersons in Germany, Denmark, and the United States are â€Å"engaged in such common activities as closing a sale, monitoring competition, overcoming objections, studying market trends, and providing/receiving feedback† [2], while â€Å"few salespersons provided maintenance, delivered products, created advertising, stocked products, or installed equipment† [2]. In some countries, for example the USA, salespeople focus more â€Å"on prospecting (94 percent US versus 41 percent for German and 38 percent for Danish firms)† and the US sal espersons also â€Å"expedited customer orders at higher levels than German and Danish salespersons† [2]. Though the functions of sales managers and salespeople vary greatly within industries, countries and cultures, common features can still be found. The first feature, which has already been mentioned above, is high rate of responsibility sales managers have to undertake when accepting the job. Another common feature is that usually sales managers work at least 40 hours a week and have to be prepared to work overtime during sales and holidays. Also, sales managers need to have certain qualities of a leader and be able to come up with creative ideas when necessary. 1.2. The Strategic Role of Selling Within the Organization The following point to be discussed will be the strategic role of selling. The process of selling has a very long history, starting at the ancient times and continuing until now. Changing economic relations in society have been impacting the role and the meaning of selling greatly, altering and transforming it. Selling has a great role not only for organizations, who need to sell the goods they have produced, but also for all people, who are used to buying what they need, and if nobody is selling what they need, then they cannot satisfy their needs, including the basic ones. As a lot of scientists agree, the area of sales â€Å"remains an important strategic and operational focus for businesses† [3]. Though the process of selling has undergone certain changes it is still remains one of the core activities every company is engaged in. In order to reach success and create a highly profitable company, its owners need to establish an effectively working sales mechanism, which pred etermines the success of the majority of firms operating in the market. At this point the role of selling and sales management is the greatest, as â€Å"without sales representatives and managers calling on customers, there is a strong likelihood of organizational failure† [3]. Why would it happen? The answer to the question is rather simple. A company, which may in theory produce the best product in the world, will end up losing everything in practice if it hasn’t established the relationship with customers and hasn’t sold anything. As the author of the article â€Å"Sales in the 1990s: A Decade of Development† David J. Good notices â€Å"the customers and sales have to originate from â€Å"somewhere†, while â€Å"this â€Å"somewhere† is the direct effort of the salesperson who creates an opportunity for the selling organization† [3]. Sales managers’ role at this point is to make the role of selling a reality, which means to develop the process of selling by introducing products to the market, by attracting potential customers, by establishing relationship with key customers groups with the help of market segmentation, product differentiation and other marketing strategies. Some scientists argue that the role of selling and sales management is not so important as compared to marketing, however, knowing marketing strategies a sales manager will be able to establish close relationship with customers, sell goods to them and keep records of the sales volumes. Logically, if a company is unable to sell its products, it will not receive any profit as the revenue will be negative or equal to zero. In this case, a company will be losing money that it invested into the production of goods, and there will be no sense in continuing to produce the goods as it leads to losses rather than profits. With the money gained from selling, a company will clear its current liabilities, including bank loans, arrears of wages, taxes and etc. Net profit, the amount of money which is left after all liabilities are cleared, will be reinvested into the company for further operation. Merck, being a giant in pharmaceutical industry, is nowadays a leading company according to its sales volumes, for example, â€Å"Merck’s overall sales in 1999 were valued at $32.714 billion† [8]. The role of selling for Merck is as important as for other organizations, because Merck is â€Å"one of the world’s leading drug firms, which discovers, develops, manufactures, and markets a broad range of innovative products to improve human health† [8]. 2. Training and Motivation within the Organization Training and motivation is of significant importance for any company, which is planning to stay competitive for a long period of time. Some companies provide training to new employees upon hiring, while others use training programs in order to add more skills to employees who have been already working at a company. Employee training is an effective method of improving qualification of employees and increasing their performance. However, training is not the only method of increasing employees’ performance, because other methods such as developing and motivation also exist. In order to motivate employees, a company may establish a system of bonuses for employees with higher performance; offer them additional days off, if the work is done in advance and etc. It depends on what goals a company strives for, when individual and group bonuses are established, for employees who excel individually or for groups of employees who managed to create successful teams. For example, Merck believes that â€Å"individual endeavour is the key to performance† [4]. That is why it spends large financial resources on employee training and developing. In order to hire efficient employee, Merck at first â€Å"hires the best students and nurtures them in an environment that promotes both commercial viability and scientific recognition: within commercial constraints† [4]. At Merck people are motivated with by a so-called â€Å"noble purpose†, which lies in the goal â€Å"to preserve and improve life† [4]. This kind of motivation also works rather effectively, because people work thinking that they do something good for the whole humanity. 3. Relationship between Customers and Sales Representatives As it has been mentioned above, one of the key functions of sales managers and sales representatives is to establish relationship with customers. However, the establishment of long-term relationship with customers requires certain skills and knowledge. So, in order to reach a success a sales manager needs to learn customer’s needs and preferences in order to meet them, he/she needs to have certain knowledge of cultural differences within different countries if a company is operating worldwide. Knowing cultural heritage of a foreign country is necessary in order to â€Å"understand the cultural forces which shape and affect the interactions between salespeople and customers as well as the interactions between salespeople and sales managers† [2]. Because modern business environment is considerably impacted by culture, sales managers and sales people, who work directly with customers, have to understand the language, manner of speaking, body language and other cultural pec uliarities of a target audience, in a way so â€Å"their words, actions, and body language can all be strategically shaped to enhance the potential for not only a positive interaction, but also the development of a long-term profitable relationship with that customer† [2]. Operating worldwide Merck’s sales managers are adapting their patterns of working to every foreign environment they have to work at. Thus, sales managers and salespeople at Merck are aware of not only needs and preferences of their customers, but they also have sound knowledge of cultural background of their clients, which helps them to win the hearts of more and more customers. In conclusion to this point it is necessary to emphasize that nowadays many â€Å"firms believe it is more efficient to build relationships that result in long-term business† [2] rather than spending a lot of money on advertising and promotional campaigns. 4. Changing Role of Selling and Sales Management Due to multiple changes that occur (technological, demographic, economic changes) in the modern society selling and sales management also undergoes certain changes. With the wide spread of Internet and other communication means, the role of selling has changed, as new ways of selling, such as selling through the Internet, appeared. Nowadays, very often sales managers do not have to establish direct communication with customers, as they can â€Å"construct web sites on the worldwide web to provide their publics with information about the firm and its offerings† [2]. In their turn, consumers can order goods and services also over the web. In this case â€Å"the sales manager transitions from being the manager of sales to the manager of the sales force – the latter being a true managerial position† [2]. Hence, in order to work effectively in the e-commerce â€Å"the sales force must be properly selected, trained, led, and compensated to become expert at solving cus tomer problems† [2]. Demographic changes and the creation of the global market also impact the role of selling and sales management. Under these circumstances sales managers have to work with sales people from different countries and different backgrounds, which means that sales managers will have to â€Å"understand different cultures and establish management parameters that are inclusive of diverse people within the emerging workplace† [2]. Conclusion Having spoken about the role and changing nature of sales managers it is necessary to make a conclusion. Modern sales management differs from the sales management that existed 20 years ago. Though the rate of responsibility for sales managers still remains very high, they have to adapt to technological, economical changes as the world of economy continues to develop. With the creation of the Internet the role of managers changed, as they do not have to be directly involved into the communication with customers, but can communicate with them through World Wide Web. Also, the role of managers seems even greater than it was 20 years ago, as nowadays companies wish to establish long-term relationship with customers, which appears to be one of the essential tasks of sales management. Bibliography