Abstract
Industrial selling, like most other areas of business, is being transformed by many new ideas and practices, such as bench-marking, reengineering, alliances, empowerment, total quality, micromarketing, relationship marketing, and downsizing. This article explores how these new ideas and practices are causing changes in industrial selling from three perspectives, customers, competitors, and the salesperson's own company. The consequences of these changes from those new ideas and practices are then discussed in terms of their impact on the sales position, the selling process, and the salespeople.
Sign-in/Register to access full text options 
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.
