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- W2057258451 abstract "Abstract Industrial selling, like most other areas of business, is being transformed by many new ideas and practices, such as bench-marking, reengineering, alliances, empowerment, total quality, micromarketing, relationship marketing, and downsizing. This article explores how these new ideas and practices are causing changes in industrial selling from three perspectives, customers, competitors, and the salesperson's own company. The consequences of these changes from those new ideas and practices are then discussed in terms of their impact on the sales position, the selling process, and the salespeople." @default.
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- W2057258451 date "1996-09-01" @default.
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- W2057258451 title "The transformation of industrial selling: Causes and consequences" @default.
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- W2057258451 doi "https://doi.org/10.1016/0019-8501(96)00035-1" @default.
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