Matching salesmen to the selling job
Article Abstract:
Sales force managers must be able to match a salesperson's characteristics to the selling job in order to develop and maintain a successful sales force. A study based on a mail survey of 113 United Kingdom manufacturing companies identified three main selling styles, based on selection criteria of manufacturing companies. The selling styles are 'missionary' selling, 'trade' selling, and 'technical' selling. The three styles differ in terms of recruitment, organization, training, remuneration, supervision, evaluation, and control quota setting.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1986
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Applying Territoriality to Steps in the Buyer/Seller Process
Article Abstract:
The industrial selling process is examined from the perspective of the territoriality concept. The concept is applied to each step of the sales process. A Territoriality Scan System is presented that helps salespeople measure and identify the territorial behavior of the industrial buyer. The Territoriality Scan System is made up of three measures: the visual territoriality scan, the verbal territoriality scan and the territorial aggression indicator. The scan system can be used in sales presentations, meeting objections and closing the sale.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1984
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A Portfolio Approach to Account Profitability
Article Abstract:
A diagnostic and prescriptive model is presented to help salespeople understand sales profitability. The process helps to assess the current status of a customer base, to identify an ideal customer base and to prescribe actions that can help in forming the ideal customer base. The model is based on the portfolio concept. This model helps to bring structure to the assessment of the possible profit contribution of an entire customer base.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1984
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