From the practitioner's desk: A comment on "Personal selling and sales management in the new millennium"

From the practitioner's desk: A comment on "Personal selling and sales management in the new millennium"

Professor Rolph Anderson's article Personal Selling and Sales Management in the New Millennium, is commented on. Anderson touches on the importance of mega-retailers and distributors, but neglects the challenges of building and servicing global relationships with end users. He also fails to con...

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Veröffentlicht in:The Journal of personal selling & sales management 1997-01, Vol.17 (1), p.45
1. Verfasser: Magrath, Allan J
Format: Artikel
Sprache:eng
Schlagworte:
Cellular telephones
Customers
Executives
Leadership
Marketing
Millennium
OEM
Outsourcing
Personal selling
Predictions
Sales management
Salespeople
Trends
Youth organizations
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Zusammenfassung:Professor Rolph Anderson's article Personal Selling and Sales Management in the New Millennium, is commented on. Anderson touches on the importance of mega-retailers and distributors, but neglects the challenges of building and servicing global relationships with end users. He also fails to consider the competitive dynamic in globalization. However, he rightly emphasizes the need to learn the customer's business.
ISSN:0885-3134
1557-7813