Building a more successful rep organization
Article Abstract:
The use of reps in industrial sales is becoming a general trend among manufacturers in the U.S. and those abroad that want to sell to U.S. industry. Reps represent a cost-effective alternative to an in-house team of salespeople. A recent survey indicates that 40 percent of the firms are far from satisfied with their reps. The building of an efficient rep organization necessarily begins with the recruiting of the right people, which is no easy matter since good reps are busy people. A good relationship with the reps is crucial for the selling of the product, and this relationship can be improved if a long-term commitment is made, appropriate training is given, and the company establishes policies that facilitate the making of money by the rep.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1986
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The use of approved vendor lists
Article Abstract:
Approved vendor lists (AVL) have an impact on the ability of vendors to reach the market and they also influence industrial buyers who do not have a large buying department. A survey was conducted on 1,000 managers who were asked to answer a questionnaire. A total of 333 questionnaires turned up usable, with most of the respondents from manufacturing firms. Results indicate that approved vendor lists were used in 63.4 percent of the cases of purchasing managers. Sources other than AVL used by managers were salesperson calls, trade magazines, the Thomas Register, and trade shows. Of all categories of buying firms, retailers were more prone to do their purchasing on trade shows.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1986
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A preferred style of sales management
Article Abstract:
Sales management is critical for the success of a firm, and the right management style becomes important for efficient sales. A survey was mailed to 750 salespeople and 224 questionnaires were returned, giving a response rate of 29.9 percent. The questionnaire asked salespersons to identify the best management style among 16 different types. Results indicate that dominant-warm type of management is the most successful, since it implies leadership capacity to direct, instruct, and motivate salespeople to accomplish objectives using their maximum potential.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1986
User Contributions:
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