مفاهيم البيع ودورها في تحسين الوضع التنافسي " دراسة حالة شركة العطا لتوزيع المواد البترولية " الفترة الزمنية 2011- 2016م

Abstract

The research aims to find out the role of concepts of sales to improve the competitive position. The most research problem is that the implementation of concepts of sales in some contemporary companies had become below the level of ambitions, this due to lack of using scientific methods and strategic plans in the sales process by the companies. In addition to the companies did not create the appropriate marketing environment, which had a negatively affected the improvement of its competitive position. The research hypotheses based on the statistically significant positive direct correlation between the use of scientific methods in the sales process and increase of sales volume, also there is statistically significant positive direct correlation between planning strategic plans of sale process and providing customers' needs effectively, and also well statistically significant positive direct correlation between Providing a suitable environment of sales process and achieving sales targets as required. The research applied the historical methodology, analytical descriptive approach and case study method. The research had found a number of the most important results that company's implementation of scientific methods in the sales process has led to increase of sales; also The Company possessed effective plans to develop its competitive strategies and keen to establish a culture of quality in the sales process. The Research had recommended a number of recommendations, the most important are that the company has to concern of scientific methods in the sales process, and also works to involve the employees in the development of strategic plans because it leads to high morale, which will positively affect the company's performance.