THE IMPORTANCE OF DISTRIBUTOR TRAINING AT CATERPILLAR

被引：19

作者：

CAVUSGIL, ST

机构：

来源：

INDUSTRIAL MARKETING MANAGEMENT | 1990年 / 19卷 / 01期

关键词：

D O I：

10.1016/0019-8501(90)90022-N

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Independent dealers are extremely important to many industrial manufacturers. They play an especially critical role in international channels where the manufacturer-dealer partnership becomes essential. Taking Caterpillar, Inc., as a case study this article highlights the importance of dealer training by the manufacturer. A comprehensive discussion of training issues is offered, along with insights from the experience of Caterpillar in implementing its Sales Team Development System. © 1990.

引用

页码：1 / 9

页数：9

共 6 条

[1] BUYER SELLER RELATIONSHIPS IN INTERNATIONAL INDUSTRIAL-MARKETS [J].