haku: @author Hise, R. T. / yhteensä: 16
viite: 3 / 16
| Tekijä: | Hise, R. T. Reid, E. L. |
| Otsikko: | Improving the performance of the industrial sales force in the 1990's (Sales Management; Absatzstrategie) |
| Lehti: | Industrial Marketing Management
1994 : OCT, VOL. 23:4, p. 273-279 |
| Asiasana: | |
| Vapaa asiasana: | VERKAUFSABTEILUNG |
| Kieli: | eng |
| Tiivistelmä: | Manufacturers of industrial products are facing escalating sales costs and declining sales force productivity. Fortunately, there are means available to effectively cope with these problems. These include account management, lead generation efforts, computer assisted sales programs, telemarketing, and systems contracts. This article provides examples of companies that have successful programs, and identifies benefits, conditions required for putting them into operation, and implementation strategies. |
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