haku: @author Wotruba, T. R. / yhteensä: 6
viite: 3 / 6
| Tekijä: | Wotruba, T. R. |
| Otsikko: | The transformation of industrial selling: causes and consequences (Sales Management; Absatzstrategie) |
| Lehti: | Industrial Marketing Management
1996 : SEP, VOL. 25:5, p. 327-338 |
| Asiasana: | |
| Vapaa asiasana: | INDUSTRIEBETRIEBE |
| Kieli: | eng |
| Tiivistelmä: | Industrial selling, like other areas of business, is being transformed by new ideas and practices, such as benchmarking, reengineering, alliances, empowerment, total quality, micromarketing, relationship marketing, and downsizing. This article explores how these new ideas and practices are causing changes in industrial selling from the perspectives of customers, competitors, and the salesperson's own compare. The consequences of these changes from those new ideas and practices are discussed in terms of their impact on the sales position, the selling process, and the salespeople. |
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