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| Author: | Stone, R. W. Good, D. J. |
| Title: | Information support for sales managers (Sales Management) |
| Journal: | Industrial Marketing Management
1994 : OCT, VOL. 23:4, p. 281-286 |
| Index terms: | |
| Freeterms: | MARKETING-INFORMATIONSSYSTEM |
| Language: | eng |
| Abstract: | Industrial sales managers must accomplish a variety of tasks within a highly competitive environment. One crucial responsibility is to develop and maintain a marketplace advantage. An important new source for such an advantage, and the focus of this study, is the information provided by the organization to the industrial sales manager. Empirical evidence from 108 firms indicated a tendency to provide sales managers more internal than external information. The findings suggest that marketing staff managers may need to examine and enhance their informational offerings and support to sales managers. |
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