A Hierarchy of Industrial Selling Competencies
- 1 March 1986
- journal article
- Published by SAGE Publications in Journal of Marketing Education
- Vol. 8 (1) , 79-88
- https://doi.org/10.1177/027347538600800111
Abstract
This study compiles, arranges by order of importance, and compares specific competencies considered essential to the successful performance of industrial sales persons in three traditionally recognized categories of industrial selling. The selling categories include manufacturer sales personnel, distributor sales personnel and manufacturers' agents.Keywords
This publication has 1 reference indexed in Scilit:
- A Quantitative Method for Structuring A Profitable Sales ForceJournal of Marketing, 1973