haku: @indexterm Industrial marketing / yhteensä: 439
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| Tekijä: | Jackon, D. |
| Otsikko: | Examining the use of team selling by manufacturers' representatives: a situational approach |
| Lehti: | Industrial Marketing Management
1999 : MAR, VOL. 28:2, p. 155-164 |
| Asiasana: | INDUSTRIAL MARKETING MANAGEMENT MANUFACTURING |
| Kieli: | eng |
| Tiivistelmä: | Because of their boundary-spanning nature, manufacturers' representatives frequently are involved in team selling. The results from a survey of 362 manufacturers' representatives indicate that team selling is more likely to be used by manufacturers' representatives when the customer faces a first-time buy of a complex product, when the information needs of the customer are great, when the account requires special treatment, and when a number of people are involved in the decision to buy. |
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