Salespeople Need Research Articles

What national account decision makers would tell salespeople about building relationships

Examines the responses of national account decision makers to open‐ended questions asking for their views on what salespeople need to do to build relationships, and categorizes the results. Eight categories of responses were found. These categories address a number of salesperson behaviors and attitudes ‐ some of which have not been empirically examined in the sales literature. Based on the findings of this study, presents managerial and theoretical implications of these results and implications for future research into buyer‐seller relationships.

Marketable improvements

Asserts that by marketing quality, organisations can better ensure that their customers get both the product and standard of service they really require. Contends that many organisations are driving quality through a production orientation rather than through the eyes of customers, and that marketing quality is the competitive edge in TQM. Asserts that marketing and sales people need to accept that a systematic and disciplined approach is the right way forward. Concludes that marketing and quality must come together if organisations are to succeed in an increasingly competitive marketplace.