The current state of sales force activities
Article Abstract:
Despite major changes in sales organizations and the sales environment over the last decade, no systematic updating of sales force activities has been undertaken since 1986. This article reports the process and results of a sales activities update, including 49 new activities not previously reported in the 1986 study. The resulting list of new sales activities is presented and discussed, and the importance of the findings to sales organizations and sales researches is addressed. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1999
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Five types of industrial sales jobs
Article Abstract:
The purposes of this study are to review the literature and texts concerning the presentation and discussion of sales job taxonomies, and to present and discuss the classes of an empirically derived sales taxonomy. The study presents five classes (job types) and details job activities and industry compositions of each class. The article concludes with a discussion of the taxonomic system. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1988
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The evolution of the seven steps of selling
Article Abstract:
The canonical seven steps of selling are reviewed, and the changes over time that have transformed each step are examined and presented along with the newly evolved seven-step process currently followed. The emphasis on pure selling has given way to a focus on relationship selling that concentrates on securing, building and maintaining a long-term relationship with profitable customers.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2005
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