Allocation--Time and Territory Management--Optimization Models--Customer/Account Analysis

January 1997
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p68
Academic Journal
This article discusses several articles published in several journals related to time and territory management in sales. In the article "The Importance of the Industrial Inside Sales Force: A Case Study," by Brett A. Boyle, the term impersonal selling has been equated to field or outside selling. However, the rising cost of outside sales calls and the advent of economically efficient voice and data transmissions technologies have lead to increased utilization of inside salespeople. However, little research exists focusing on the inside salesperson. According to the article "A National Footing," by Andy Cohen, as more companies are realizing the importance of relationship marketing, they will be using National Account Management with more of their customers. In the article "Exploring Strategies for Companies That Use Manufacturers' Representatives as Their Sales Force," by Paul Dishman published in the journal Industrial Marketing Management, explores the use of manufacturers' reps and the implication on both long-run and short-run tactical goals.


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