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In the past few years, sales management has changed more than ever in terms of sales manager practice and profession. This is due to the disruptions that have occurred in the sales industry and the shift to virtual sales which is a more easily measurable sales model that is geared towards realizing the transaction. Today is the time for sales management to redefine along with the new sales managers' roles. The main purpose of this research was to identify the relationships that may arise between certain sales management styles and the level of competitiveness of the firm. The data for this research was collected from August to December 2018 by applying an on-line questionnaire to sales managers from Romanian companies. The questionnaire targeted many other items but the present work used only a few of them. Thus, we obtained 784 valid responses, based on which we applied a multiple linear regression model, which revealed that there were both negative and positive relationships between the sales management styles and the company's competitiveness. Thus, the only positive and significant influence on the company's competitiveness was the sales management style that we called the partner style, the other styles chosen having a rather negative influence. [ABSTRACT FROM AUTHOR]

The strategic role of the sales team is the central point of discussion when it comes to increasing the competitiveness of the company as a whole as sales contribute to the revenue needed to develop a competitive organization. The main objective of this paper was to identify the relationships that may arise between the various strategic roles that can be attributed to the sales team and the level of competitiveness of the firm. The data used for this research was collected from August to December 2018 as part of a wider research approach. The tool used to collect the data was the questionnaire, which was applied to 784 sales managers of companies that were currently active in Romania. In order to achieve the set objective, a multiple linear regression model was developed using the IBM SPSS 20 software program. In this way, both negative and positive relationships emerged between the strategic sales team's roles and competitiveness company. Finally, it was established that sales teams that focused on differentiated sales and niche sales had a positive and significant influence on the competitiveness of the firm, while those based on low-cost sales had a significant influence, but negative on the competitiveness of the firm. [ABSTRACT FROM AUTHOR]

Eco-marketing has grown significantly in recent decades and its importance has been shaped by consumer perception and awareness of environmental issues. Therefore, the present paper focused on young Romanian consumers in order to find out their perceptions about the environmental threats and how efficient the use of environmental marketing for environmental NGOs would be. Through the objectives of this research, we wanted to identify: the level of knowledge of young people about current environmental issues and the effective ways of promoting environmental campaigns by non-governmental organizations set up for this purpose in order to increase their competitiveness. Thus, it has been established that marketing strategies used by environmental NGOs need new and innovative tools to capture the attention of the younger generation. [ABSTRACT FROM AUTHOR]