TITLE

High Technology Salespeople's Information Acquisition Strategies

AUTHOR(S)
Beltramini, Richard F.
PUB. DATE
May 1988
SOURCE
Journal of Personal Selling & Sales Management;May88, Vol. 8 Issue 1, p37
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article presents information on the information acquisition process, focusing upon high technology salespersons, to identify what common cues they strategically develop to confront information presented to them. Perhaps the one area of research which supplies the most relevance to the salesperson information acquisition process is that which concerns the format in which information is presented, since format cues contribute directly to the formulation of strategies with which highly technical information is acquired. Marketers of highly technical products and services more typically develop accumulations of technical information, often in the form of specification sheets, catalogs and/or other printed collections. It is not unusual for a high technology salesperson to receive cartons of binders filled with printed brochures for use in self-training and as selling aids. Following initial shipment, periodic updates are often sent to the sales force for replacement in existing collections. It is typically the salesperson's responsibility to discard obsolete information, file new information, become familiar with the changes and update customers.
ACCESSION #
8934523

 

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