\r\n\tThe emergence of novel prion strains in animals, which include the only evidenced zoonotic prion C-BSE causing vCJD in humans, has created an important public health concern. Currently, new threats to human and animals may develop because of the plausible zoonotic properties of scrapie, L-BSE and the recently emerging chronic wasting disease in Europe.
\r\n\tThis book will gather experts in prion diseases and present new scientific advances in the field and relations with other amyloid neuropathologies.
The most important way of businesses to succeed in their activities is to follow their environment carefully and try to integrate innovations in their bodies. In short, businesses must adopt the latest developments to maintain their existence under fierce competitive environment.
\nMarketing is one of the business functions that must keep up with these developments. In recent years, significant improvements have been made in the marketing efforts of the businesses. They have started to plan their marketing activities within the framework of different perspectives and techniques.
\nIn recent years, the concept of value began to take place in the center of the marketing activities. Today, value is important almost for all businesses. There are different ways of creating value in marketing. In other words, the value that will be offered to consumers as a business can be evaluated in a wide range starting from the presale stages of the product to the after-sale periods. Therefore, the way of creating value can include using technology, empowering employees, etc. However, it is a fact that the basic condition of providing value in marketing is to make strategic marketing planning value-oriented.
\nDigital age and its implications also influenced the firms’ marketing activities. The transition to the digital age has made it necessary to make significant changes in many aspects from the design stage of the products to the sales stage and even after-sale services. Consumers of the digital age have started to act consciously and have information about products as well as sales forces. With the introduction of digitalization, physical stores are gradually being replaced by virtual organizations. Electronic commerce has been adopted by many businesses as an effective way of marketing their goods and services.
\nThe transition to the digital age also had an impact on the sales management activities. In other words, the presence of the digital environment has both created a variety of challenges for businesses and sales forces and also has facilitated sales forces activities. Especially in recent years sales forces, who strive to operate in a more value-oriented manner, have further increased their consulting roles. It is understood that the main task of the sales forces is not only to sell but also to provide information on various topics such as product and price comparisons to the consumers. This necessitates more careful selection and orientation of sales forces. It should be also noted that sales visits are now more effective by means of technological tools. In short, thanks to technological tools, the visual presentation of products is made more effectively than before. This facilitates the persuasion of consumers in the selling stage.
\nOne of the prerequisites for success in an intense competitive environment is the effective planning of sales management activities. In this context, sales management activities should be planned considering the micro- and macro-environment of the businesses.
\nIn recent years various changes and developments have significantly affected marketing activities of the businesses. Forces affecting sales management can be grouped as behavioral, technological, and managerial forces. Behavioral forces are related with the dynamism of consumer behavior. Technological forces cover the effects of technological innovations on sales management. Managerial forces include managerial efforts to increase the effectiveness of sales management-related activities [1]. These forces have made it necessary to consider certain points in the planning of sales management activities. Some of them can be listed as follows [2]:
Powerful customers
Global customers
Variety in marketing channels
Increased importance of services
As a result of the changes in sales management activities, the role of sales forces has started to change. Sales forces that were previously only the people who take the order of the customers have now become the relationship manager of the businesses [3]. As a result, the responsibilities and duties undertaken by the sales forces within the organization have increased.
\nSales management can be defined as “all activities, processes, and decisions involved in managing the sales function in an organization” [4]. Sales management-related activities play an important role in the successful implementation of the strategies developed by the businesses [5]. The activities related to the sales management process consist of three major stages which are formulating the sales program, implementing the sales program, and evaluation and control. Sales management process is given in \nFigure 1\n.
\nProcess of sales management [4].
The first stage of the sales management is formulating the sales program activities. At this stage, it is necessary to make plans in terms of business environment, potential customers, demand and quota estimation, and determination of sales territories. The second stage covers the activities related with the implementation of the sales program. Stage 2 involves the motivation of sales forces to actualize the sales program. At this stage, issues such as role perceptions, aptitude, skill level, and motivation gain importance. In the third stage, an overall evaluation and control of the sales program and sales forces is performed. According to the results to be obtained at this stage, various changes can be made in the sales program of the business [4].
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\\n\\nEvery single Work that is used has to be attributed in the way as described. If you are unsure about proper attribution, please contact Us at permissions@intechopen.com.
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\\n\\nIntechOpen does not have any claims on newly created copyrighted Works, but the Works originally published by IntechOpen must be properly attributed.
\\n\\nAll these rules apply to BOTH online and offline use.
\\n\\nParts of the Rules of Attribution are based on Work Attributing Creative Commons Materials published by the Australian Research Council Centre of Excellence for Creative Industries and Innovation, in partnership with Creative Commons Australia, which can be found at creativecommons.org.au licensed under Creative Commons Attribution 2.5 Australia license, and Best practices for attribution published by Creative Commons, which can be found at wiki.creativecommons.org under the Creative Commons Attribution 4.0 license.
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\\n"}]'},components:[{type:"htmlEditorComponent",content:'Work - a book Chapter (as well as Conference Papers), including any and all content, graphics, images and/or other materials forming part of, or accompanying, the Chapter/Conference Paper.
\n\nAttribution – appropriate credit for the used Work or book.
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\n\nA Book in its entirety or a significant part of a Book cannot be translated freely without specific written consent by the publisher. Further information can be obtained at permissions@intechopen.com.
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I am also a member of the team in charge for the supervision of Ph.D. students in the fields of development of silicon based planar waveguide sensor devices, study of inelastic electron tunnelling in planar tunnelling nanostructures for sensing applications and development of organotellurium(IV) compounds for semiconductor applications. I am a specialist in data analysis techniques and nanosurface structure. 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