Examining the formation of selling centers: a conceptual framework

Article Abstract:

Team selling is becoming an important area of inquiry in sales research. One type of team identified by Mon and Armstrong (1994) is the selling center, which is the logical counterpart to the buying center. This paper presents a conceptual framework that proposes conditions under which selling centers can be effectively organized. We propose antecedents (market orientation and information infrastructure) and consequences (goal achievement, perceived conflict, and perceived customer responsiveness) of effectively forming selling centers (i.e., the salesperson's ability to locate and obtain needed human resources). Propositions are offered based on the framework along with managerial implications. (Reprinted by permission of the publisher.)

Models, Sales meetings

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Leaders in sales management: Dr. Blair Stephenson, Director of Strategic Market Development for Mary Kay Cosmetics

Article Abstract:

From 1982 to 1985, the direct selling sector of our economy slumped badly. Most direct selling companies searched for traditional solutions to this dilemma, such as slicker promotions, better recruiting, and so forth. One company, Mary Kay Cosmetics, stood out by pioneering a miniature revolution in direct sales. In particular, one individual became a key player in guiding and directing this revolution -- Dr, Blair Stephenson. (Reprinted by permission of the publisher.)

Toilet preparations, Direct selling establishments, Methods, Management, Officials and employees, Marketing, Cosmetics industry, Mary Kay Cosmetics Inc., Stephenson, Blair

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