haku: @author Boyle, B. / yhteensä: 5
viite: 3 / 5
| Tekijä: | Boyle, B. |
| Otsikko: | The importance of the industrial inside sales force: a case study |
| Lehti: | Industrial Marketing Management
1996 : SEP, VOL. 25:5, p. 339-348 |
| Asiasana: | INDUSTRIAL MARKETING MANAGEMENT CASE STUDIES |
| Kieli: | eng |
| Tiivistelmä: | There is ample evidence that the relative roles of the inside and field sales force of industrial firms are changing. To cope with this change, this study investigates those traits which industrial customers desire from both inside and outside sales positions. To illustrate the strategic importance of the emerging inside selling position, a case study of major US tool and die manufacturer was conducted. Specifically , analysis connects the firm's inside and field rep performance to aspects of customer satisfaction. |
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