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Article
Publication date: 1 February 1989

Daniel H. McQuiston and Rockney G. Walters

proposes that who have more knowledge about their buyers give moreeffective presentations. Addresses this issue by examining theevaluative criteria held by different functional…

145

Abstract

proposes that who have more knowledge about their buyers give more effective presentations. Addresses this issue by examining the evaluative criteria held by different functional roles represented in the decision‐making unit, how those criteria differ across the various roles, and howknowledge of this can be incorporated into sales training programs to give salespeople more information on their customers and help them be more effective during the sales interaction.

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Journal of Business & Industrial Marketing, vol. 4 no. 2
Type: Research Article
ISSN: 0885-8624

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Book part
Publication date: 10 November 2010

Shantanu Dutta, Mark E. Bergen and Sourav Ray

Abstract

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Review of Marketing Research
Type: Book
ISBN: 978-0-85724-728-5

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Article
Publication date: 1 March 1992

S. Joe Puri

Discusses the ever increasing sophistication of buyers in today′sindustrial market and the need for sales people who have an in‐depthknowledge of their customers′ products and are…

344

Abstract

Discusses the ever increasing sophistication of buyers in today′s industrial market and the need for sales people who have an in‐depth knowledge of their customers′ products and are able to liaise effectively between their own manufacturing department and the purchasing agent. Considers the establishment ofsales centres and the use of salespeople as intermediaries, coordinating the company′s sales functions (e.g. R&D, sales support), with their counterparts in the buying organization. concludes that salespeople can be viewed as the “linchpin” of the selling process, before, during and after the contract is completed.

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Journal of Business & Industrial Marketing, vol. 7 no. 3
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 1 January 1991

Carol J. Kaufman

Reports on problems with coupon use experienced within ethnicsubcultures by presenting the results and implications of a study ofretailers in the Philadelphia/Southern New Jersey…

298

Abstract

Reports on problems with coupon use experienced within ethnic subcultures by presenting the results and implications of a study of retailers in the Philadelphia/Southern New Jersey area. Argues that marketers are challenged to understand the intricacies of ethnic markets as they grow in number and size in the USA. Suggests that marketing strategies that are successful in mass markets, such as couponing, are likely to operate differently in ethnic subcultures, such as Hispanic and Chinese markets. Recommends a retail perspective that uncovers potential problem areas encountered by retailers, consumers, and manufacturers alike.

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Journal of Consumer Marketing, vol. 8 no. 1
Type: Research Article
ISSN: 0736-3761

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Book part
Publication date: 12 April 2005

Warren J. Samuels

Correspondence and other materials pertaining to Selig Perlman may be found especially in Archival Volume 8 but also in Volumes 4 and 18B. Perlman was the author of a major…

Abstract

Correspondence and other materials pertaining to Selig Perlman may be found especially in Archival Volume 8 but also in Volumes 4 and 18B. Perlman was the author of a major history and a psychologically rich interpretation of labor and trade unionism in the United States (A History of Trade Unionism in the United States, New York: Macmillan, 1922 and Theory of the Labor Movement, New York: Macmillan, 1928). Published below, thanks again to the generous cooperation and permission of his son, Mark Perlman, is further correspondence, principally from Selig Perlman to his former student, Ben Solomon Stephansky.

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Further University of Wisconsin Materials: Further Documents of F. Taylor Ostrander
Type: Book
ISBN: 978-0-76231-166-8

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