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| Author: | Bellizzi, J. A. Glacken, C. |
| Title: | Building a more successsful rep organization. |
| Journal: | Industrial Marketing Management
1986 : AUG, VOL. 15:3, p. 207-213 |
| Index terms: | MARKETING CHANNELS |
| Language: | eng |
| Abstract: | Manufacturers' reps will most likely become a larger and more important marketing tool over the next few years. Some of the difficulties encountered by manufactures in using reps are reviewed. A variety of specific recommendations and suggestions are discussed concerning recruiting, selection, and using manufacturers' reps more effectively. |
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