Selling techniques for industrial products and services: Are they different?

Journal of Personal Selling and Sales Management

Volumn 1, Issue 1, 1981, Pages 65-75

  Dubinsky, Alan J ^a   Rudelius, William ^b  

^a SOUTHERN METHODIST UNIVERSITY   (United States)

^b UNIVERSITY OF MINNESOTA   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0346602484     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.1981.10754197     Document Type: Article

References (14)

1. J. H. Donnelly, "Marketing Intermediaries in Channels of Distribution for Services' Journal of Marketing 40 (January 1976), 55-57
2. E. J. McCarthy, Basic Marketing (Homewood, IL: Richard D. Irwin, Inc., 1971), p. 303.
3. B. M. Enis, Marketing Principles (Santa Monica, CA: Goodyear Publishing Company, Inc., 1977), p. 73.
4. W. J. Stanton, Fundamentals of Marketing (New York: McGraw-Hill Book Company, 1978)
5. W. J. Wittreich, "How to Buy/Sell Professional Services," Harvard Business Review44 (March-April 1966), pp. 127-138.
6. G. L. Shostack, "Breaking Free from Product Marketing," Journal of Marketing 41 (April 1977), pp. 73-80.
7. A. J. Dubinsky, "Sales Training: An Empirical Investigation of Present Methods and Practitioners’ Ideas for Improvement," unpublished Ph.D. dissertation, University of Minnesota, Minneapolis, 1979.
8. W. J. E. Crissy, W. J. Cunningham, and I. C. M. Cunningham, Selling: The Personal Force in Marketing (Santa Barbara, CA: John Wiley and Sons, Inc., 1977)
9. M. A. Jolson, Sales Management: A Tactical Approach (New York: Petrocelli/Charter, 1977)
10. D. L. Kurtz, H. R. Dodge, and J.E. Klompmaker, Professional Selling (Dallas, TX: Business Publications, Inc., 1979)
11. R. Peterson, Personal Selling: An Introduction (Santa Barbara, CA: John Wiley and Sons, Inc., 1978)
12. A. L. Reid, Modern Applied Salesmanship (Pacific Palisades, CA: Goodyear Publishing Company, Inc., 1970)
13. F. A. Russell, F. H. Beach, and R. H Buskirk, Textbook of Salesmanship (New York: McGraw-Hill Book Company, 1978).
14. The 84 selling techniques were identified upon examination of the salesmanship and sales management literature, as well as from two pre-tests of the questionnaire using sales personnel as per-test respondents. Although the 84 selling techniques are not collectively exhaustive, they are regarded as being representative of the techniques salespeople have in their repertoire. S. Siegel, Nonparametric Statistics for the Behavioral Sciences (New York: McGraw-Hill Book Company, 1956).