Switching from reps to direct salespeople
Industrial Marketing ManagementPublished 1 August 1987
Thomas L. Powers
Citations3
SJR quartileQ1
SJR score2.62
SNIP1.96
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Abstract
The point at which it becomes desirable for a firm to switch from a manufacturer's representative to a company's direct sales organization is a difficult one to determine for industrial marketers. This article discusses a method that can be utilized to make this decision.
Keywords
Business, Management and Accounting