Le management de la force de vente des entreprises dans le cadre du lancement d’un nouveau produit : Cas de la SARL Industries Médico-chirurgicale (IMC) pour son nouveau produit "VIDAS KUBEʺ

Abstract

Sales force management consists of directing, organizing, energizing and supervising a sales team in order to achieve the company's commercial objectives. This involves setting clear goals, recruiting and training a competent team, managing performance, motivating members, planning activities, communicating effectively, monitoring results and adjusting strategies. Good management of the sales force optimizes performance, improves profitability and contributes to the overall success of the company. Good management of the sales force plays a crucial role in the launch of a new product. The sales force is responsible for presenting and promoting the product to potential customers. She is responsible for conveying the features, benefits and values of the product in a compelling way. This thesis focuses on the analysis of the management of the sales force of the company "IMC" within the framework of the launch of its new product "VIDAS KUBE". The main objective of this study is to identify and analyze the problems related to the marketing and launch of this new product by the sales force of “IMC. »