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

• Tsuye, Kenneth Ichiro

抄録

application/pdf

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.

収録刊行物

• 広島経済大学経済研究論集

  広島経済大学経済研究論集 37 (4), 103-108, 2015-03-31

  広島経済大学経済学会

キーワード

• Eigyo
• integrated operation
• flexible resource mobilisation
• customer adaptation

詳細情報

• CRID: 1050577232667535872
• NII論文ID: 120005588672
• NII書誌ID: AN00212083
• ISSN: 03871436
• NDL書誌ID: 026352803
• Web Site: https://hue.repo.nii.ac.jp/records/715
• Web Site: https://ndlsearch.ndl.go.jp/books/R000000004-I026352803
• 本文言語コード: en
• 資料種別: departmental bulletin paper
• データソース種別:
  • IRDB
  • NDL
  • CiNii Articles