Training requirements for professional certification of manufacturers' representatives
Article Abstract:
Manufacturers' representatives provide the marketing and sales function for many small firms. Although reps offer critical professional marketing services, little has been written about these entrepreneurs. Currently, the profession is experiencing major challenges and threats in the marketplace. This industry-sponsored study deals with a survey of manufacturers' representatives on their perceived training needs in both marketing and small business. The results of the study provide input for planning and designing the curriculum for fulfilling the requirements of a new three-year, three-level certification program that includes three qualifying exams within the different levels. This research assists a major channel member in improving operations while enhancing their marketing skills. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1997
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Marketing implementation in small and midsized industrial firms
Article Abstract:
Forty managers from small and midsized industrial firms describe their experiences with implementing marketing strategies. The process appears to involve an almost certain deviation from original plans and requires a continual stream of adaptive decisions and actions. Managers also describe the specific actions they take, and the tactics they use to gain cooperation from others in order to implement plans and accomplish market objectives. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1996
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Marketing strategies of small industrial manufacturers
Article Abstract:
Many small industrial marketers must market their products and services with limited resources. Thus, they must utilize economical marketing techniques to successfully achieve their goals. This article presents the results of a survey of small manufacturers' perceptions, attitudes, and actual experiences in using selected low-cost marketing strategies. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1991
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