Industrial Sales Forces — Organization Strategy

Abstract

Looks at the developments and trends taking place in how companies organize their industrial salesforces. Investigates the reasons why companies have restructured their salesforces and what marketing objectives have been sought when making organizational changes. Examines marketing information generated from salespeople working within different organizational patterns. Suggests that salesforces are being restructured with the specific objective of increasing the flow of intelligence from the market‐place.

Citation

Moss, C.D. (1981), "Industrial Sales Forces — Organization Strategy", European Journal of Marketing, Vol. 15 No. 7, pp. 36-42. https://doi.org/10.1108/EUM0000000004888