Industrial Sales Forces — Their Role in Product Planning and Development
C.D. Moss
(Sheffield City Polytechnic)
115
Abstract
The information contained in this article was collected during the course of a research study of the role and activities of industrial salesmen, particularly focusing on the types of information they generate as a result of their contacts in the market place. The article examines how certain companies are utilising the knowledge of industrial salesmen in product planning and development.
Keywords
Citation
Moss, C.D. (1983), "Industrial Sales Forces — Their Role in Product Planning and Development", Marketing Intelligence & Planning, Vol. 1 No. 1, pp. 56-66. https://doi.org/10.1108/eb045682
Publisher
:MCB UP Ltd
Copyright © 1983, MCB UP Limited