INDUSTRIAL DISTRIBUTOR SELLING - THE ROLES OF OUTSIDE AND INSIDE SALES

被引：17

作者：

NARUS, JA ^{[1
]}

ANDERSON, JC ^{[1
]}

机构：

[1] NORTHWESTERN UNIV,JL KELLOGG GRAD SCH MANAGEMENT,EVANSTON,IL 60201

来源：

关键词：

D O I：

10.1016/0019-8501(86)90044-1

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

引用

页码：55 / 62

页数：8

共 32 条

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[2]

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[3]

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[4]

BENCIN RL, 1981, DIRECT MARKETING, V44, P54

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COMER, JM .

[6]

CRADICK P, 1982, IND DISTRIBUTION, V72, P41

[7]

Dalrymple Douglas J., 1981, IND MARKET MANAG, V10, P219

[8]

DANENBURG WP, 1978, INTRO WHOLESALE DIST

[9] COMPENSATION PLANS THAT LINK MANAGEMENT AND SALESMANS OBJECTIVES [J].

DARMON, RY .

[10]

DELANO S, 1983, INC AUG, P99