Abstract
The role of the salesperson in firms that obtain orders through competitive bidding is quite different from that in firms where the bidding process is absent. This article discusses the five major tasks that salespeople were observed to undertake in 16 firms in the construction industry. The five tasks are establishing the credibility of the salesman, undertaking market research, influencing design and specification, establishing the firm's credibility, and establishing a communication system. The five tasks are common to most salespeople, although the precise role played will be influenced by situational factors such as the purchasing practices of customers, the firm's marketing strategy, and competitors' selling activities.
Talk to us
Join us for a 30 min session where you can share your feedback and ask us any queries you have
Schedule a callDisclaimer: All third-party content on this website/platform is and will remain the property of their respective owners and is provided on "as is" basis without any warranties, express or implied. Use of third-party content does not indicate any affiliation, sponsorship with or endorsement by them. Any references to third-party content is to identify the corresponding services and shall be considered fair use under The CopyrightLaw.
