The changing role of the salesperson: how should salespeople act today?

Purpose: The purpose of this paper is to highlight the nature and the organizational role of salespeople and, in particular, underscore the change in salespeople's management in the current business context. Design/methodology/approach: The paper briefly explains the role of salespeople in an organization and how salespeople are gaining prominence in customer management. From this point of view, the paper suggests steps to achieve the sale. Findings: It is evident that salespeople must change the way they achieve sales goals within the organization. Currently, they need to adopt a more customer-centric approach, and the paper suggests how to do this.