A sales mix model for effective industrial selling
The purpose of this article is to focus on one aspect of the marketing mix for industrial firms. Specifically, the control of promotion centers on the promotional mix, which includes personal selling, advertising, and sales promotion. The personal sales mix model (Figure 1) highlights those factors...
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| Veröffentlicht in: | Industrial marketing management 1980-02, Vol.9 (1), p.31-36 |
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| container_title | Industrial marketing management |
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| creator | Coppett, John I. Staples, William A. |
| description | The purpose of this article is to focus on one aspect of the marketing mix for industrial firms. Specifically, the control of promotion centers on the promotional mix, which includes personal selling, advertising, and sales promotion. The personal sales mix model (Figure 1) highlights those factors that are controllable by the industrial sales representative. Also, the uncontrollables involved in industrial selling are discussed. An understanding of the personal sales mix model should aid industrial marketers in satisfying buyer's needs through effective selling. |
| doi_str_mv | 10.1016/0019-8501(80)90031-0 |
| format | Article |
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| fulltext | fulltext |
| identifier | ISSN: 0019-8501 |
| ispartof | Industrial marketing management, 1980-02, Vol.9 (1), p.31-36 |
| issn | 0019-8501 1873-2062 |
| language | eng |
| recordid | cdi_proquest_journals_204601896 |
| source | Elsevier ScienceDirect Journals; Periodicals Index Online |
| subjects | Industrial Industrial markets Marketing mixes Personal selling Personnel policies Sales Sales presentations Salespeople |
| title | A sales mix model for effective industrial selling |
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