Personal Selling & Sales Management Abstracts

Sohi, Ravi
June 1999
Journal of Personal Selling & Sales Management;Summer99, Vol. 19 Issue 3, p85
Academic Journal
The article presents several abstracts on personal selling and sales management literature. One of the articles " Using Buyer's Information Processing to Formulate Selling Strategies," published in the journal "Industrial Marketing Management," takes an information processing approach to understanding the buyer in a buyer-seller interaction. The authors suggest that it is important for the salesperson to understand the method the buyer is using to process information, either piecemeal or category based, and the nature of the buyer's underlying schema concerning the seller's product, company or the salesperson themselves. It is contended that this information is important input in the development of selling strategy. In another article "The Role of Purchasing in the Agile Enterprise," published in the "International Journal of Purchasing and Materials Management," the authors use a Delphi technique to investigate and identify buying behaviors that optimize a firm's relationship with key suppliers.


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