Using Salespeople to Collect Customer Service Information

Abstract

Logistics managers need to collect timely and accurate data on customers′ needs, as well as customer perceptions of the firm′s and competitors′ performance levels. Today, a large number of companies collect this from their salesforce – a good, inexpensive and timely source of customer and competitive information but caution is needed since a majority of salespeople are inaccurate. Reviews the conceptual issues associated with using the salesforce to collect information and reports results of an empirical study which examined the accuracy of salesforce information.

Citation

Sharma, A. and Lambert, D.M. (1991), "Using Salespeople to Collect Customer Service Information", International Journal of Physical Distribution & Logistics Management, Vol. 21 No. 6, pp. 27-31. https://doi.org/10.1108/EUM0000000000391