An approach to selling high-tech solutions
Article Abstract:
This practitioner-oriented paper argues for the need to reconceptualize our understanding of how technology is bought and sold. The article reviews the traditional selling approach used in high tech, discusses pressures to change, and presents an emerging selling model used by leading technology companies. Research findings are based on 12 company case histories. (Reprinted by permission of the publisher.)
Publisher: Elsevier B.V.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1991
Purchasing, High technology industry, Marketing
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1991
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Relational selling strategy and key account managers' relational behaviors: an exploratory study
Article Abstract:
The key account managers' relational behaviors in context to relational selling strategy and its implementation are discussed.
Publisher: Elsevier B.V.
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2007
Italy, France, Analysis, Usage, Behavior, Managers
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 2007
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Subjects list: Methods, Selling
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