haku: @indexterm wholesaling / yhteensä: 95
viite: 74 / 95
| Tekijä: | Magrath, A. J. Hardy, K. G. |
| Otsikko: | Factory salesmen's roles with industrial distributors. |
| Lehti: | Industrial Marketing Management
1987 : AUG, VOL. 16:3, p. 163-168 |
| Asiasana: | INDUSTRIAL SELLING WHOLESALING |
| Kieli: | eng |
| Tiivistelmä: | Five basic sales roles and tasks for factory sales persons are discussed. The literature about the topic is reviewed. Factory salespeople must act as teachers, reviewers, working partners ambassadors and ombudsmen. Roles are described in detail. The task performed in each role and the skills needed to perform such tasks can be drawn from each of the role definitions. Key skills are listed. Role shifts over the product life cycle are examined. Conflict potentials are highlighted. Role shifts because of distributor sophistication are analyzed. Sales management implications are summarized. Factors that moderate factory rep roles with distributors are listed. Topics are proposed for future research. |
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