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| Author: | Dishman, P. |
| Title: | Exploring strategies for companies that use manufacturers' representatives as their salesforce (Sales Management) |
| Journal: | Industrial Marketing Management
1996 : SEP, VOL. 25:5, p. 453-460 |
| Index terms: | |
| Freeterms: | VERTRETEREINSATZ |
| Language: | eng |
| Abstract: | Little research in sales management has explored the theoretical constructs underlying the practice of using manufacturers' representatives or agents as primary salesforce. The decision to engage representative firms is more than one of merely attempting to lower total sales costs. The article suggests that both financial and environmental factors contribute to the decision and identifies internal and external determinants to the decision. Two representative engagement models are proposed: positive and speculative. |
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