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- Publisher
- Emerald Publishing
- Copyright
- Copyright © Emerald Group Publishing Limited
- ISSN
- 0885-8624
- DOI
- 10.1108/08858629210035436
- Publisher site
- See Article on Publisher Site
Abstract
Discusses the ever increasing sophistication of buyers in todaysindustrial market and the need for sales people who have an indepthknowledge of their customers products and are able to liaiseeffectively between their own manufacturing department and thepurchasing agent. Considers the establishment ofsales centres and theuse of salespeople as intermediaries, coordinating the companys salesfunctions e.g. R&D, sales support, with their counterparts in thebuying organization. concludes that salespeople can be viewed as thelinchpin of the selling process, before, during and afterthe contract is completed.
Journal
Journal of Business & Industrial Marketing – Emerald Publishing
Published: Mar 1, 1992