Abstracts » Business, international

Ten key activities of industrial salespeople

Article Abstract:

The purpose of this study was to identify a mutually exclusive list of activities in which industrial salespeople engage. Findings indicate that some activities are performed by almost all industrial salespeople and others are relatively salesperson or industry specific. Managerial and research implications of the findings are explored. (Reprinted by permission of the publisher.)

---

Should you increase sales promotion or add salespeople?

Article Abstract:

Making the choice between investing in advertising or personal selling efforts is a difficult one for industrial marketers. This decision requires several tradeoffs that are usually difficult to compare. This article examines these tradeoffs and presents a decision model that can assist industrial marketers in this difficult decision. (Reprinted by permission of the publisher.)

Advertising, Marketing management

---

Switching from reps to direct salespeople

Article Abstract:

The point at which it becomes desirable for a firm to switch from a manufacturer's representative to a company's direct sales organization is a difficult one to determine for industrial marketers. This article discusses a method that can be utilized to make this decision. (Reprinted by permission of the publisher.)

Direct marketing, Marketing research, Market research

Some parts © 2012 Advameg, Inc.