Discusses the ever increasing sophistication of buyers in today′s industrial market and the need for sales people who have an in‐depth knowledge of their customers′ products and are able to liaise effectively between their own manufacturing department and the purchasing agent. Considers the establishment ofsales centres and the use of salespeople as intermediaries, coordinating the company′s sales functions (e.g. R&D, sales support), with their counterparts in the buying organization. concludes that salespeople can be viewed as the “linchpin” of the selling process, before, during and after the contract is completed.
Joe Puri, S. (1992), "Industrial Vendors′ Selling Center: Implications for Sales Management", Journal of Business & Industrial Marketing, Vol. 7 No. 3, pp. 59-69. https://doi.org/10.1108/08858629210035436
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