Targeting a 'high-octaine' audience: attendance at shows declines, but buying power continues to grow
Article Abstract:
According to the Trade Show Bureau, attendance at trade shows has risen only 3% a year since 1989 and in 1992 there were 70 million visitations to trade shows. However, although there are less people attending, the buying decisions are being made by fewer people as companies no longer send their entire sales staff. Attendance is not expected to see the growth of the 1980s, and exhibitors will need to offer incentives such as technical demonstrations or seminars.
Publication Name: Business Marketing
Subject: Business
ISSN: 1087-948X
Year: 1993
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Reaping multiple benefits
Article Abstract:
Thedevelopment of the account management and sales information system of Goodyear Tire and Rubber Co is described. This sales automation system allows sales agents of the world's largest tiremaker to better handle their accounts and helps foster closer coordination between sales, marketing support and engineering. Campbell, CA-based Saratoga Systems Inc developed the system for Goodyear.
Publication Name: Business Marketing
Subject: Business
ISSN: 1087-948X
Year: 1993
User Contributions:
Comment about this article or add new information about this topic:
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