TITLE

A Contingency Approach to Specializing an Industrial Sales Force

AUTHOR(S)
Zimmer, Robert J.; Hugstad, Paul S.
PUB. DATE
March 1981
SOURCE
Journal of Personal Selling & Sales Management;Spring/Summer81, Vol. 1 Issue 2, p27
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article presents several alternative forms of specialization currently used by some firms but which have received little recognition in the marketing literature. Research on the perception-reaction mechanism and interpersonal attraction in dyadic interactions is reviewed briefly in order to provide justification for using such forms. Following this, three different bases for organizing an industrial sales force are discussed and several success stories of major corporations using these approaches are highlighted. Combining the traditional and the three "new" bases of specialization, a conceptual framework for developing a contingency model of specialization for industrial sales forces is presented. Lastly, potential problems and limitations associated with the management of a highly specialized sales force are discussed. arena. By using the traditional forms of specialization exclusively, salespeople are expected to "know the territories," assigned, and to operate on that knowledge.
ACCESSION #
6349802

 

Related Articles

  • A Factor Analytic Study of the Personal Selling Process. Dubinsky, Alan J. // Journal of Personal Selling & Sales Management;Fall/Winter80/81, Vol. 1 Issue 1, p26 

    The article reports the results of an exploratory study that focused on the relative importance sales personnel place on different selling techniques. More specifically, this research paper attempts to systematically describe the techniques salespeople use in the field by identifying the...

  • The Professional Enterprise Sales Process Steps: Part 2. Meyer, Peter // Sales & Service Excellence Essentials;Nov2016, Vol. 15 Issue 11, p7 

    The article presents part two of a discussion on the professional enterprise sales process, focusing on how a salesperson should start a conversation with the influencer to speed-up sales success. It stresses the importance for a salesperson to think as a customer and let the seller discuss...

  • How To Avoid The IDIOTWE Syndrome? Davidson, Jeff // Sales & Service Excellence Essentials;Nov2016, Vol. 15 Issue 11, p15 

    The article discusses how sales professionals could avoid the I will do it on the weekend (IDIOTWE) syndrome through task switching. It suggests mixing the mundane tasks with the tasks that are more challenging, preparing for multiple stops in a circular route if starting from home, and keeping...

  • Conversation Killers. Riesterer, Tim // Sales & Service Excellence Essentials;May2011, Vol. 11 Issue 5, p10 

    The article offers information on avoiding mistakes in messaging that tend to hinder opportunities for salespeople. It states that salespeople must show the features and benefits of their products within a context and show the consumers the threat, risk, and challenges they face with their...

  • Sales or marketing: Who's in charge? Nadilo, Rudy // New Hampshire Business Review;7/4/2008, Vol. 30 Issue 14, p20 

    The author reflects on the association between sales and marketing. He argues that good salespeople can sell anything, but good marketing makes sure they sell what the company wants them to sell in a way that earns money. He comments that without control and standardization that comes from the...

  • Views. Adamson, Andrew // Cabinet Maker;6/17/2005, Issue 5443, p9 

    The article presents views of the author regarding product marketing by a salesperson with a degree in Great Britain. It is described that marketing is a selling with a degree. Selling with a degree includes choosing what market you want to be in, displays in stores and advertising. Selling with...

  • Forget the Economy - 3 Ways to Boost Sales NOW. Jamail, Nathan // American Salesman;May2009, Vol. 54 Issue 5, p27 

    The article discusses strategies to increase sales. Aggressive and fancy marketing programs and sales gimmicks are discouraged by the author due to their short-term results. Instead he emphasizes strong sales leadership and coaching, practicing and accountability. He suggests that weekly sales...

  • Sales strategy often dictates whether you'll make the sale. Gitomer, Jeffrey // New Orleans CityBusiness (1994 to 2008);3/8/2004, Vol. 24 Issue 37, p14 

    Suggests ways on how to formulate effective sales strategies. Importance of a sales strategy for salespeople; Need to consider the perspective of the buyer; Evaluation of obstacles in the sales process; Preparations for the sales presentation.

  • Methods for Approaching Customers. Urbaniak, Anthony // American Salesman;May2009, Vol. 54 Issue 5, p13 

    The article discusses various strategies to approach customers. In the introductory approach, salespeople introduce themselves and the company they represent. The benefit approach involves initiating an interview intended to emphasize the benefits of the product or service. In the survey...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics