Laptop computers in industrial sales

Article Abstract:

This article examines the concept of the laptop/portable computer in the industrial sales world. This study questioned sales managers from 201 different sales organizations classified in SICs 20-39. Sales managers were asked to describe current usage of laptop/portable computers by their salespeople and the importance of the computers in performing daily sales activities. The sales managers were also asked to describe the impact of the laptop on factors such as profits, administrative tasks, sales calls, expenses, productivity, and others. Lastly, this study examined the satisfaction levels of laptop/portable usage by sales management, sales personnel, and customers. (Reprinted by permission of the publisher.)

Electronic computers, Research, Usage, Equipment and supplies, Technology application, Sales management, Laptop computers, Sales personnel, Salespeople

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A typology of political economies and strategies in international selling

Article Abstract:

A country's political economy impacts the goal orientation of firms operating within that country. Because of this, sales organizations with clients in international business-to-business markets must be aware of the potential strategic impact of different political economies in clients' countries. This article outlines the goal tendencies of client firms operating within the four main contemporary political economies: market, production, social-market, and command. Based on these goal tendencies, issues are discussed that impact the strategic direction of international sales organizations. (Reprinted by permission of the publisher.)

Economic aspects, International aspects, International business enterprises, Multinational corporations, Political aspects, Export marketing, Political risk

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Marketing's role in product and service quality

Article Abstract:

Improving product and service quality are among the most critical competitive challenges facing U.S. and Canadian companies. The marketing profession has a vital responsibility for understanding the concepts of quality improvement and applying them to marketing processes. The definition and measurement of product and service quality are examined and marketing's quality improvement responsibilities are outlined. A step-by-step process for developing a marketing quality improvement program is presented and illustrated. (Reprinted by permission of the publisher.)

Product quality, Marketing, Quality control

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