A framework for personal selling to organizations
Salespersons selling to organizations operate in a more complex environment than is typically portrayed in the literature. The scope of models developed in the sales process area has been limited to simple persuasion situations. This article goes beyond traditional sales models by taking into accoun...
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| Veröffentlicht in: | Industrial marketing management 1980-04, Vol.9 (2), p.143-149 |
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| container_end_page | 149 |
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| container_issue | 2 |
| container_start_page | 143 |
| container_title | Industrial marketing management |
| container_volume | 9 |
| creator | Plank, Richard E. Dempsey, William A. |
| description | Salespersons selling to organizations operate in a more complex environment than is typically portrayed in the literature. The scope of models developed in the sales process area has been limited to simple persuasion situations. This article goes beyond traditional sales models by taking into account interactions by various members of the organization involved or potentially involved in the industrial buying process. Implications for industrial sales training process are also discussed. |
| doi_str_mv | 10.1016/0019-8501(80)90021-8 |
| format | Article |
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| fulltext | fulltext |
| identifier | ISSN: 0019-8501 |
| ispartof | Industrial marketing management, 1980-04, Vol.9 (2), p.143-149 |
| issn | 0019-8501 1873-2062 |
| language | eng |
| recordid | cdi_proquest_journals_204601766 |
| source | Elsevier ScienceDirect Journals; Periodicals Index Online |
| subjects | Guidelines Marketing Organizational Personal selling Sales Salespeople |
| title | A framework for personal selling to organizations |
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