Examining the use of team selling by manufacturers' representatives: a situational approach

Article Abstract:

Because of their boundary-spanning nature, manufacturers' representatives frequently are involved in team selling. The results from a survey of 362 manufacturers' representatives indicates that team selling is more likely to be used by manufacturers' representatives when the customer faces a first-time buy of a complex product, when the information needs of the customer are great, when the information needs of the customer are great, when the account requires special treatment, and when a number of people are involved in the decision to buy. In addition, team selling is more likely when the potential sale is large for the representative firm and when the product is new to the representative's product line. (Reprinted by permission of the publisher.)

Research, Methods, Work groups, Teamwork (Workplace), Manufacturers' agents, Manufacturers' representatives

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Systems selling in the aircraft industry

Article Abstract:

The civil aircraft industry in Europe is small but fiercely independent. In this article the authors examine the relationships European aircraft manufacturers have with their suppliers: the interfirm adaptations that take place, the search for added-value in contracts through instituting systems solutions and how these affect traditional buyer-seller relations, and finally, the incidence of "oblique marketing" whereby the customer (the airline) is approached by suppliers, thereby bypassing the airframe manufacturer (the original equipment manufacturer) in order to ensure their equipment is specified in the delivery of the final airplane order. (Reprinted by permission of the publisher.)

Aircraft, Aircraft parts and equipment, not elsewhere classified, Management, Aircraft industry, Aircraft equipment and supplies industry, Aircraft parts industry

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Students' perceptions of personal selling

Article Abstract:

A word association approach was used to determine the salient thoughts students have with regard to personal selling. Examining the very first thought that comes to mind when exposed to the words 'personal selling' revealed that, despite the efforts of some companies and educators, the stereotypical view of selling as a 'door-to-door' profession (often comprised of less-than-professional sales people), remains quite prevalent in the minds of college students. Recommendations to assist college recruiters in overcoming these negative perceptions and improving their recruitment efforts are discussed. (Reprinted by permission of the publisher.)

Psychological aspects, Students, Recruiting, Employee recruitment, Beliefs, opinions and attitudes

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