Personal selling and sales management: a relationship marketing perspective
The authors examine how the practice of personal selling and sales management is changing as a result of the increased attention on long-term, buyer-seller relationships and identify some implications of these changes. Changes in the traditional personal selling and sales management activities are needed to support the emergence of the partnering role for salespeople. For salespeople in the partnering role, the personal selling shifts from a focus on influencing buyer behavior to managing the conflict inherent in buyer-seller relationships. The emphasis on building relationships rather than making short-term sales and the use of sales teams dictates changes in the way firms select, train, evaluate, and compensate salespeople and members of sales teams. In this article, the authors have suggested some issues concerning the emerging partnering role for salespeople that deserve the attention of scholars interested in personal selling and sales management research. (Reprinted by permission of the publisher.)
Publication Name: Journal of the Academy of Marketing Science
Are you committing marketcide?
A number of companies previously highly regarded are now experiencing declining performance in both sales and profitability. A probable cause of this decline is the improper emphasis on and failure to execute sound marketing principles. This problem is called 'marketcide' and its symptoms include assuming the correct answers can always be known, by producing products with no comparative advantage, when the primary marketing tool is a low price strategy, lack of customer concern, and inability to compete in the international market. These symptoms are the warning signs which may lead to marketcide.
Publication Name: The Journal of Services Marketing
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