Educational backgrounds of high-tech salespeople

Article Abstract:

This study investigates the prevalence of technical degrees among salespersons working in the top 10 high-tech industries. Moreover, high-tech sales managers' perceptions of the importance of technical degress for salespersons are reported. Relationships are investigated between the type of degree and sales managers' perceived importance of type of degree, and firm characteristics - type of industry, size of the firm, age of the firm, and stage of the product life cycle. Results indicate that the type of degree and high-tech sales managers' perceptions of the importance of the technical degree differ significantly contingent upon firm characteristics. (Reprinted by permission of the publisher.)

Research, Education, Sales management, Technical education, Sales personnel, Salespeople

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A comparison of marketing approaches used by high-tech firms: 1985 versus 2001

Article Abstract:

A study reports the findings of a study conducted in 2001 as a follow-up to a study conducted in 1985 that investigates the use of marketing approaches used by high-tech firms. A comparison of the findings reveals trends in the use of marketing approaches by high-tech firms.

United States, Marketing procedures, Marketing Management, Administration of Marketing, Company marketing practices

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Marketing approaches used by high tech firms

Article Abstract:

In this article, the authors investigate the use of marketing approaches by 164 high tech firms. The findings should serve as a reference for practitioners to gauge their own efforts. (Reprinted by permission of the publisher.)

Surveys, Business-to-business market, Business to business market

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