Ten key activities of industrial salespeople
Article Abstract:
The purpose of this study was to identify a mutually exclusive list of activities in which industrial salespeople engage. Findings indicate that some activities are performed by almost all industrial salespeople and others are relatively salesperson or industry specific. Managerial and research implications of the findings are explored. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1986
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Should you increase sales promotion or add salespeople?
Article Abstract:
Making the choice between investing in advertising or personal selling efforts is a difficult one for industrial marketers. This decision requires several tradeoffs that are usually difficult to compare. This article examines these tradeoffs and presents a decision model that can assist industrial marketers in this difficult decision. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1989
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Switching from reps to direct salespeople
Article Abstract:
The point at which it becomes desirable for a firm to switch from a manufacturer's representative to a company's direct sales organization is a difficult one to determine for industrial marketers. This article discusses a method that can be utilized to make this decision. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1987
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