haku: @author Weitz, B. / yhteensä: 8
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| Tekijä: | Weitz, B. Bradford, K. |
| Otsikko: | Personal selling and sales management: a relationship marketing perspective |
| Lehti: | Journal of the Academy of Marketing Science
1999 : SPRING, VOL. 27:2, p. 241-254 |
| Asiasana: | MARKETING MANAGEMENT SALES |
| Kieli: | eng |
| Tiivistelmä: | The authors examine how the practice of personal selling and sales management is changing as a result of the increased attention on long-term, buyer-seller relationships and identify some implications of these changes. Changes in the traditional personal selling and sales management activities are needed to support the emergence of the partnering role for salespeople. For salespeople in the partnering role, the personal selling shifts from a focus on influencing buyer behavior to managing the conflict inherent in buyer-seller relationships. |
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