search query: @author Puri, S. J. / total: 2
reference: 2 / 2
« previous | next »
| Author: | Puri, S. J. Korgaonkar, P. |
| Title: | Couple the buying and selling teams (Absatzstrategie, Verkaufsraum) |
| Journal: | Industrial Marketing Management
1991 : NOV, VOL. 20:4, p. 311-317 |
| Index terms: | |
| Freeterms: | ABSATZWEGE |
| Language: | eng |
| Abstract: | This article proposes the concept of a vendor's selling center to market effectively to industrial firms. A selling center provides vendors with a vehicle first to understand then meet their customers' needs and requirements. Suggestions are offered for how marketing managers can manage the selling center by improving interfunctional communications as well as sales training programs at heir firms. |
« previous | next »
SCIMA