Technical Sales Research Articles

Custom-built with infusion technology

Florida-based boat builder Magnum Marine's new Magnum 70 was custom-built in collaboration with Composites One, Vectorply and SP. Dan Chamberlain, Technical Sales, Gurit, Canada, reports.

Bulk chemical effluent: Treating and recycling concrete waste water

Fibra (a Shell Technology Ventures Company), has developed a radically new but very simple, low cost and robust filter system, suitable for the most arduous and aggressive environments. Dr Christopher Flinn, Technical Sales Manager, explains about its use in the precast concrete industry.

Message from the Vice President, Solutions & Global Technical Sales, IBM Global Sales & Distribution

Message from the Vice President, Solutions & Global Technical Sales, IBM Global Sales & Distribution

Dialogic Negotiations: A Reflective Tale of Collaboration Across the Academic–Practitioner Divide

This article explores the dialogic negotiation processes that can enable professional communication academics and practitioners to collaborate in designing, implementing, and writing up research. Drawing on our experiences conducting a collaborative academic-practitioner case study of technical sales presentations in an executive briefing center, we outline the ways in which we dialogically negotiated research questions, data collection and analysis, theoretical frameworks, organizational contexts, identifications, and interpersonal connections. We then discuss potential limitations of academic-practitioner collaborations and conclude by offering a tentative, contextual list of "best practices" for facilitating successful collaboration across the academic-practitioner divide.

Icelandic boat builders switch to resin infusion

Andri Thor Gunnarsson, technical sales manager of Icelandic composite materials supplier Asgeir Sigurdsson ehf, explains why the commercial boat building industry in Iceland is rapidly moving from what has been predominantly a hand lay-up approach to vacuum resin infusion.

Technical sales experts

Technical sales experts

Technical sales representative and service lab technician

Technical sales representative and service lab technician

LAMAR UK appoints technical sales manager for South-East

LAMAR UK appoints technical sales manager for South-East

New addition to Siemens technical sales and marketing team

New addition to Siemens technical sales and marketing team

The Anthropologist as Subject

When it came to preparing for a master's degree in applied anthropology, I imagined that my perspectives and positions might be unique. After all, I was an old-timer, coming back to school after organizing my time for over twenty years around raising children and a full time career in technical sales. I'd accumulated a set of life experiences I believed made me more a realist than the average graduate school student, less likely to be surprised by the necessary labors than others might be. This was my advantage. But the handicaps turned out to be substantial too.

Innovation Strategies of SMEs in Cyprus, a Small Developing Country

DR. ATHANASIOS HADJIMANOLIS IS technical sales manager with D. J. Shukuroglu Ltd., Cyprus, who recently completed his doctoral research under the supervision of Professor Keith Dickson, Deputy Head of the School Business and Management, Brunel University, England. From this research a case study based qualitative analysis of small firms' innovation strategies within the context of a small developing country has been distilled as the basis of this paper. A comparative analysis of 25 case studies of small and medium-sized manufacturing firms in Cyprus is presented with particular reference to their innovative behaviour and management practices. The context for this analysis is Cyprus, a small developing economy, which serves to highlight the influence that particular economic circumstances have on innovative activity. A simple typology of the case firms with three categories (proactive innovator, reactive innovator and non-innovator) is proposed with each category having distinct characteristics and practices related to innovative behaviour.

Technical sales representative

Technical sales representative

European technical sales manager

European technical sales manager

Technical sales engineer

Technical sales engineer

AxFlow - distributing pumps to the whole of Europe

Founded in 1989, the AxFlow Group has grown within the short period of nine years into what can now be described as the first genuinely Pan-European pump distributor network. With headquarters in Sweden and Switzerland and backed by Axel Johnson International, the Group operates through fully autonomous technical sales, service, engineering and distribution organisations in fourteen countries - Austria, Belgium, the Czech Republic, Denmark, Finland, France, Germany, Netherlands, Norway, Poland, Portugal, Spain, Sweden and the United Kingdom.

Technical sales engineer

Technical sales engineer

Penn State Architectural Engineering

Where will engineering education for the building industry go in the years ahead? Where will the professions related to the building industry be when the students of today reach their professional peak? These are questions that are asked over and over again in numerous meetings, seminars, and simple office discussions. The building industry encompasses a wide range of professionals and nonprofessionals, and the interaction between these many participants is key to the successful completion of any building project. A new look at the educational programs that feed professionals into this industry will provide a glimpse of where we will be going and define how we might improve our chances of having where we end up be where we want to be. Based on its past success, architectural engineering (AE) education has the potential to provide the leaders of the future that all will agree are needed. Architectural engineering graduates participate in the building process in such positions as structural engineers, heating, ventilation, and air-conditioning (HVAC) engineers, lighting designers, construction managers, technical sales representatives, and numerous other positions. Experience has shown that quality programs in architectural engineering have had a significant positive impact on the industry where graduates of these programs have been involved. However, with only 13 Accreditation Board for Engineering and Technology (ABET) accredited architectural engineering programs nationwide, that impact is somewhat limited in its national coverage. Although increasing significantly the number of ABET-accredited programs may not be in our future; the incorporation of traditionally AE approaches to both education and practice throughout the industry has the potential to improve all aspects of this, the nation's largest industry.

Rancidity in Packaged Nurs: End-Use Technical Service

This paper describes the method used by a technical sales organization in trying to determine the cause of rancidity occurring in packages of nuts. Tests included seal leak detection, oxygen and hexanal headspace analysis, film barrier testing, environmental exposure and visual examination of each package. The conclusion was that the cause of rancidity was an inadequate seal of the packages.

Industry News

Robert Linsdell has become UK Sales Director of Morton Electronic Materials, having been responsible for the management of the company's sales and marketing activities since 1990. Mr Linsdell joined the company, then known as Dynachem, in 1981 as Technical Sales Representative and later became Technical Service Manager, responsible for delivering technical support in the UK as well as in other European areas serviced by the UK facility.

Scientists moving into sales.

Many scientists find bench work unrewarding after some years spent in the laboratory and if there are no prospects of promotion— especially in the research environment — they may consider moving to a technical sales career.