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| Author: | Mehta, R. Dubinsky, A.J. Anderson, R.E. |
| Title: | Marketing channel management and the sales manager |
| Journal: | Industrial Marketing Management
2002 : AUG, VOL. 31.5, p. 429-439 |
| Index terms: | MARKETING CHANNELS MARKETING MANAGEMENT SALES MANAGEMENT |
| Language: | eng |
| Abstract: | In the age of channel dynamism, successful companies must determine the specific involvement of each sales management level in channel management so that appropriate training and support can be provided to optimize performance in this critical area of market competition. To address the foregoing issues, data were drawn from a random national sample of sales managers. Results indicate that sales managers at all hierarchical levels participate in administering variuos aspects of marketing channel management. |
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