Investigating the role of geographical variables in sales culture management (Case study of Ilam Gas Refining Company)

The purpose of this study is to investigate the role of geographical variables in sales culture management in Ilam gas refining. The research method used is a mixed research method. The present research is an exploratory research (qualitative-quantitative) and is applied in terms of purpose. To extract the conceptual model of research In a small part, the Delphi technique has been used. The statistical population in the first stage was experts (university professors and specialized managers in the field of oil and gas) and in the second stage all employees were involved in trade and sales units in gas refining in Ilam. The statistical sample in the first stage 10 experts and in the second stage 150 people were selected at random. Delphi technique assistance in four rounds, 81 items were identified and after 4 stages of Delphi technique and expert opinion 57 items were removed and 24 items Remained, which were classified into three dimensions: structural, content, and environment. The results showed that according to Friedman test, content factors are in the first place and structural and content factors were classified in the next ranks of contractors.