What people are saying - Write a review
We haven't found any reviews in the usual places.
Managing the industrial sales force of the 1990s
some crucial factors
22 other sections not shown
agencies agents automation average buyer call rates cent client coaching company's competitive competitors complex sales concessions corporate cost customer relationships customer satisfaction customer service customer's database marketing decision direct mail direct marketing discount distributors efficiency example factors firm focus function Gallery Furniture Huthwaite identified impact implementation important improve increase industry information technology investment Keith Fletcher key account Lexus Lithonia's long-term loyalty major account major sales manufacturers marketing and sales Marketing Management MSP systems offer organization organizational performance personal computers personal selling potential problem product or service profit programs purchase questions range relationship marketing response role sales calls sales effectiveness sales force sales managers sales productivity salespeople salesperson satisfied customers selling skills skilled negotiators small sales successful suppliers survey telemarketing telesales territory trade shows users