Industrial distributor selling: the roles of outside and inside sales

Article Abstract:

A study based on 153 questionnaires of electronics industrial distributors examines industrial distributor selling and focuses on the roles of inside and outside sales forces. According to survey results, 51.7 percent of the sales force was inside salespersons. Reasons cited for high proportions of inside salespeople were high costs of outside sales calls and availability of sophisticated telecommunications equipment and computers. Respondents felt that a greater number of selling tasks could be reallocated to industrial distributors from manufacturers, specifically in prospecting, getting products specified, problem solving and forming sound relationships with end users.

Methods, Statistics, Telemarketing, Selling, Sales personnel, Salespeople

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Key problems facing industrial distributors

Article Abstract:

A survey of 461 industrial distributors identifies areas that might benefit from new research. Five problem categories in industrial distribution were identified as crucial new research areas: (1) unstable economic conditions, (2) intense competition, (3) expensive sales calls, (4) employee productivity and (5) relationships with manufacturers. The concept of industrial distributor is precisely defined as a wholesaler that markets goods to industrial, commercial, government and institutional clients. The survey method is based on univariate ANOVA and Scheffe Multiple Comparison Tests.

Industrial equipment, Industrial management

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Computer usage in distributor marketing

Article Abstract:

The use of computer systems by industrial distributors in marketing management is explored. Based upon the results of a mail survey and personal interviews with distributor managers, the article identifies where distributors are now in terms of computer usage, where they are going, and what steps need to be taken to improve their use of the computer in marketing management. (Reprinted by permission of the publisher.)

Usage, Computers, Digital computers, Technology application, Marketing management

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