Supporting Field Sales

B. H. Elvy

Chapter 11 in How to Appreciate Your Customers, 1995, pp 189-202 from Palgrave Macmillan

Abstract: Abstract We have seen that field sales personnel, who operate in industrial markets — where product, or service, quality and price are often uniform — and who are capable of applying the principles of customer appreciation, can provide for their company a unique competitive advantage. But the degree of success achieved by a sales team ultimately is dependent on the capability of the field sales manager.

Keywords: Customer Relationship Management; Imaginative Power; Sales Team; Field Sales; Insatiable Appetite (search for similar items in EconPapers)
Date: 1995
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DOI: 10.1007/978-1-349-13289-8_11

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