The salesman's job in competitive bidding situations
Article Abstract:
The role of the salesperson in firms that obtain orders through competitive bidding is quite different from that in firms where the bidding process is absent. This article discusses the five major tasks that salespeople were observed to undertake in 16 firms in the construction industry. The five tasks are establishing he credibility of the salesman, undertaking market research, influencing design and specification, establishing the firm's credibility, and establishing a communication system. The five tasks are common to most salespeople, although the precise role played will be influenced by situational factors such as the purchasing practices of customers, the firm's marketing strategy, and competitors' selling activities. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1987
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Buying influences and perceptions of transportation services
Article Abstract:
Variations in supplier expectations among buying center role members can have significant implications for marketing strategy. This study compared the perceptions and preferences of buying center role groups for transportation mode selection. Results indicated meaningful differences between role groups. Implications for the development of marketing strategy are discussed. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1988
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Referrals between professional service providers
Article Abstract:
An explanation is provided for referrals as the dominant source of information for buyers of professional services. Considering the importance of referrals as a source of information, several questions are raised regarding the criteria professionals use when making referrals. Finally, the results of a study are presented that provide answers to those questions. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1987
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