The Technical Salesman and his Training

Abstract

In the marketing of technical products and services personal selling has consistently been regarded as more important than other elements such as advertising and alternative forms of promotion—and a recent survey of small to medium sized engineering companies has confirmed this view.

Citation

Dixon, J. and James, B.G.S. (1983), "The Technical Salesman and his Training", Management Decision, Vol. 21 No. 1, pp. 3-8. https://doi.org/10.1108/eb001306