haku: @indexterm SALESMEN / yhteensä: 340
viite: 133 / 340
| Tekijä: | Slatter, S. S. |
| Otsikko: | The salesman's job in competitive bidding situations. |
| Lehti: | Industrial Marketing Management
1987 : AUG, VOL. 16:3, p. 201-205 |
| Asiasana: | INDUSTRIAL SELLING COMPETITIVE BIDDING SALESMEN CONSTRUCTION INDUSTRY |
| Kieli: | eng |
| Tiivistelmä: | The salesman's position is quite different in industries where bidding is necessary for making contracts, than in industries where this not a prerequisite of contracting. Interviews with salesman from 16 companies in the construction industry clarified their role in bidding. They have to seek opportunities and do a lot of preparatory work for bidding. The tasks and duties are varying from industry to industry. The five common tasks are as follows: establishing the credibility of the salesman, undertaking market research, influencing design and specification, establishing the firm's credibility, and to organize a communication system. All these must be based on the marketing objectives and strategy of the firms in the industry. |
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