Sales in a time of pandemic: Impact of covid-19 on sales management

The objectives of this research study are to determine the effects of the coronavirus crisis on the commercial activity of companies to determine what tools companies are using to mitigate the impacts of the crisis and to better understand impacts with a temporary effect. A survey was administered to managers from more than 75 companies during the months of March, April, May, June, and July 2020. The results show that most companies monitor sales activity and commercial results by implementing measures related to calling clients, to business opportunities, and to sent quotes. There is a strengthened belief that not before two months normality can progressively resume. It is concluded that pandemics generate drops in aggregated productivity of country's economies that result in commercial activity and sales drops. © 2021 Centro de Informacion Tecnologica. All rights reserved.