haku: @indexterm SALES / yhteensä: 476
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Tekijä: | Honeycutt, E. |
Otsikko: | Introduction to the special issue on selling and sales management |
Lehti: | Industrial Marketing Management
1996 : SEP, VOL. 25:5, p. 323-326 |
Asiasana: | INDUSTRIAL MARKETING MANAGEMENT SALES |
Kieli: | eng |
Tiivistelmä: | As we approach the 21st century, the role of marketing in the industrial arena appears to be undergoing significant changes at an ever-quickening pace. In order to better understand and manage these transformations, a group of leaders in the sales and sales management field shared their thoughts with the author about the future path of industrial sales. A number of varied responses were received that focused on the following areas: the impact of technology, the increasing influence of globalization, the need for more highly trained and qualified sales and marketing personnel, and relationship marketing. |
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