haku: @author Smith, D. C. / yhteensä: 10
viite: 10 / 10
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| Tekijä: | Smith, D. C. Prescott, J. E. |
| Otsikko: | Couple competitive analysis to sales force decisions. |
| Lehti: | Industrial Marketing Management
1987 : FEB, VOL. 16:1, p. 55-61 |
| Asiasana: | SALES MANAGEMENT STRATEGIC MANAGEMENT |
| Kieli: | eng |
| Tiivistelmä: | Current approaches to competitive analysis typically provide information that is too general to be integrated into sales management decisions. An approach presented gives a competitive analysis which uses customer evaluations of competing suppliers to generate intelligence that is tailored to the need of sales managers. The proposed framework was developed through field research which involved nine different companies and selling situations. |
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