haku: @author Moncrief, W. C. / yhteensä: 5
viite: 4 / 5
| Tekijä: | Moncrief, W. C. |
| Otsikko: | Ten key activities of industrial salespeople. |
| Lehti: | Industrial Marketing Management
1986 : NOV, VOL. 15:4, p. 309-317 |
| Asiasana: | INDUSTRIAL SELLING |
| Kieli: | eng |
| Tiivistelmä: | The purpose of the study was to identify a mutually exclusive list of activities in which industrial salespeople engage. Some activities such as planning the daily routine,calling on existing accounts,overcoming objections,reading company literature,taking clients to lunch,and making sales presentation are performed by nearly all salespeople. Other activities such as pricing and financing,and technical tasks such as maintenance,installation,testing equipment,and ordering repair parts are performed by relatively few of the respondents. |
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