The impact of selling aids on new prospects
Article Abstract:
Sales aids used by the business forms industry, including luncheons for prospective customers, tours of manufacturing facilities , advertising specialties and promotional handouts, are evaluated using empirical investigative techniques. Data from the sales records of three business forms companies were analyzed, especially with regard to 167 attempts to convert prospects to actual customers. Statistical analysis of the 167 sales conversion attempts indicates that tours of the seller's facilities and business luncheons were the most successful selling aids.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1984
User Contributions:
Comment about this article or add new information about this topic:
Managing new-product announcements in the computer industry
Article Abstract:
The authors examine the role of new-product announcements within the context of the new-product introduction process, focusing on the announcement process for mainframe computers. Using data from interviews with leading vendors and consultants, the article explores the extent to which the announcement process has been formalized within the industry as a defined set of prelaunch activities. Related issues, including announcement objectives, target audience, and media mix considerations are also discussed. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1989
User Contributions:
Comment about this article or add new information about this topic:
- Abstracts: Sequences in the implementation of lean production. New product announcements as market signals: a content analysis in the DRAM chip industry
- Abstracts: The influence of merger and acquisition activities on corporate performance in the Taiwanese telecommunications industry
- Abstracts: The economic impact of falling oil prices. Speaking out. Chairman speaks to Macdonald Commission
- Abstracts: Spain: how the multinationals will win. National strategies for international competitiveness. International dimensions of industrial restructuring
- Abstracts: Guidelines for marketing a new industrial product. Cooperation and conflict between industrial sales and production