The Role of Sales Management During Market Recession
Adib Abdullah Mohammed presented on "The Role of Sales Management During Market Recession" at the Gate Academy celebration:
Introduction
The global economy faces numerous crises and problems, leaving its mark on various sectors within countries politically, economically, and socially, as well as globally. These crises manifest either in the form of rising unemployment rates, such as the Great Depression, or in the form of elevated overall price levels, such as rampant inflation in Germany.
Modern policies pursued by countries and companies seek significant and broad development. However, economic imbalances like inflation, unemployment, and recession hinder the achievement of these goals. Recession represents a state of insufficient aggregate demand for goods and services compared to their total supply, while in the labor market, unemployment signifies a shortage of aggregate demand for labor services compared to the total supply of this factor. Economic literature indicates a relationship between economic policies and market performance.
Sales management is one of the most important departments within any company because it constitutes the primary source of profits. Therefore, the study seeks to understand the role of sales management in enhancing operational efficiency during market recessions.
Research Problem
Due to the globalization of markets and intense global competition among companies and products, it is necessary to develop an effective sales promotion and selling strategy using all necessary tools and latest means to achieve profits. However, during economic recessions, companies suffer severe crises.
The main research question of the study is: "What is the role of sales management during market recessions?"
This main question branches out into several sub-questions, including:
- What is meant by sales management?
- What is the difference between the sales concept and the marketing concept?
- What is meant by economic recession?
- What is the difference between regular economic recession and inflationary recession?
- What are the aspects of inflationary recession?
- What are the causes of economic recession?
- The importance of the study
Scientific Importance: This study can be considered a source for researchers and scientists who wish to learn more about the role of sales management during economic recessions. It could serve as a starting point for further research in this field.
Practical Importance: The study may yield results that can contribute to providing recommendations and proposals to officials within companies or institutions to help them utilize sales management optimally to maintain company profits even during economic recessions.
Study Objectives
The study aims to understand the role of sales management during market recessions (economic recessions) by achieving several subsidiary objectives, including:
- Clarifying the concept of sales and sales management.
- Differentiating between the sales concept and the marketing concept.
- Defining economic recession.
- Distinguishing between regular economic recession and inflationary recession.
- Identifying the aspects of inflationary recession.
- Understanding the causes of economic recession and inflationary recession.
- Recognizing successful marketing steps during recession periods to increase sales.
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