期刊名称：Buletin ştiinţific: Universitatea din Piteşti. Seria Ştiinţe Economice
印刷版ISSN：1583-1809
电子版ISSN：2344-4908
出版年度：2010
卷号：9
页码：187-192
语种：English
出版社：Publishing house of University of Pitesti, Romania
摘要：the selling capacity is made up of a group of people who may or may not be the company’s employers,but who stand for it in its contact with possible clients.On the one hand,the selling capacity task is to sell (the company’s products),on the other hand,it has to make an effort in order that products may sell well (in this case the selling capacity does not make the selling itself).The work presents the possibilities for improving the structural organization,by analyzing two methods for dimensioning the sales personnel (The method of the sales potential and the Incremental Method) and by proposing a range of complex organization structures.
关键词：selling capacity;structural organization;rationalization;the method of the sales potential;the incremental method.
