Incorporating Information from Salespeople into the Marketing Planning Process

The input of salespeople into the marketing information system is treated in this article. A model is developed to improve the relevancy of information in the communication flow. An application of the model is demonstrated, with encouraging results. Future areas of application are suggested

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Bibliographic Details
Published in:The Journal of personal selling & sales management 1980-10, Vol.1 (1), p.76-82
Main Author: Klompmaker, Jay E.
Format: Article
Language:English
Subjects:
Discriminants
Information relevance
Marketing
Marketing strategies
Questionnaires
Sales forecasting
Sales management
Sales personnel
Sales quotas
Test marketing
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Summary:The input of salespeople into the marketing information system is treated in this article. A model is developed to improve the relevancy of information in the communication flow. An application of the model is demonstrated, with encouraging results. Future areas of application are suggested
ISSN:0885-3134