The importance of the industrial inside sales force: A case study

Industrial Marketing Management

Volumn 25, Issue 5, 1996, Pages 339-348

  Boyle, Brett A ^a  

^a DePaul Center   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0030243489     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/0019-8501(96)00036-3     Document Type: Article

References (10)

1. 1. Cravens, David W., Ingram, Thomas, and LaForge, Raymond W., Evaluating Sales Channel Strategies. Journal of Business and Industrial Marketing 6, 37-48 (1991).
2. 2. Brown, Paul B., Opportunity Rings Once, INC. 12, 152-156 (1990).
3. 3. Narus, James A. and Anderson, James C, Industrial Distributor Selling: The Roles of Outside and Inside Sales. Industrial Marketing Management 15, 55-62 (1986).
4. 4. Blackwood, Francy, Did You Sell $5 Million Last Year? Selling, 44-53 (October 1995).
5. 5. Marshall, Judith J, and Vrendenburg, Harrie, An Empirical Study of Factors Influencing Innovation Implementation in Industrial Sales Organizations. Journal of the Academy of Marketing Science 20, 205-215 (1992).
6. 6. King, Louise, The Changing Role of Inside Sales, Industrial Distribution 83, 38-40 (1994).
7. 7. Ingram, Thomas N., Schwepker, Charles H., Jr., and Hutson, Don, Why Salespeople Fail. Industrial Marketing Management 21, 225-230 (1992).
8. 8. Walker, Orville C., Churchill, Gilbert A., Jr., and Ford, Neil M., Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research. Journal of Marketing Research 14, 156-168 (1977).
9. 9. Johnston, Mark W., Hair, Joseph F., Jr., and Boles, James, Why Do Salespeople Fail? Journal of Personal Selling and Sales Management 9, 53-58 (1989).
10. 10. Lambert, Douglas M., Marmorstein, Howard, and Sharma, Arun, Industrial Salespeople as a Source of Market Information. Industrial Marketing Management 19, 141-148 (1990).