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The evaluative criteria of industrial buyers: implications for sales training
proposes that who have more knowledge about their buyers give more effective presentations. Addresses this issue by examining the evaluative criteria held by different functional roles represented in the decision-making unit, how those criteria differ across the various roles, and howknowledge of th...
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| Published in: | The Journal of business & industrial marketing 1989-02, Vol.4 (2), p.65-75 |
|---|---|
| Main Authors: | , |
| Format: | Article |
| Language: | English |
| Citations: | Items that cite this one |
| Online Access: | Get full text |
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| cited_by | cdi_FETCH-LOGICAL-c227t-34055d99bc987e887e8d3cb1fb0464850cb447702ddbacfa3bd8ac240a4e4caa3 |
|---|---|
| cites | |
| container_end_page | 75 |
| container_issue | 2 |
| container_start_page | 65 |
| container_title | The Journal of business & industrial marketing |
| container_volume | 4 |
| creator | McQuiston, Daniel H. Walters, Rockney G. |
| description | proposes that who have more knowledge about their buyers give more
effective presentations. Addresses this issue by examining the
evaluative criteria held by different functional roles represented in
the decision-making unit, how those criteria differ across the various
roles, and howknowledge of this can be incorporated into sales training
programs to give salespeople more information on their customers and
help them be more effective during the sales interaction. |
| doi_str_mv | 10.1108/EUM0000000002733 |
| format | article |
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effective presentations. Addresses this issue by examining the
evaluative criteria held by different functional roles represented in
the decision-making unit, how those criteria differ across the various
roles, and howknowledge of this can be incorporated into sales training
programs to give salespeople more information on their customers and
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effective presentations. Addresses this issue by examining the
evaluative criteria held by different functional roles represented in
the decision-making unit, how those criteria differ across the various
roles, and howknowledge of this can be incorporated into sales training
programs to give salespeople more information on their customers and
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| fulltext | fulltext |
| identifier | ISSN: 0885-8624 |
| ispartof | The Journal of business & industrial marketing, 1989-02, Vol.4 (2), p.65-75 |
| issn | 0885-8624 |
| language | eng |
| recordid | cdi_proquest_miscellaneous_33001197 |
| source | ABI/INFORM global; Emerald Insight |
| title | The evaluative criteria of industrial buyers: implications for sales training |
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