Abstract
We have seen that field sales personnel, who operate in industrial markets — where product, or service, quality and price are often uniform — and who are capable of applying the principles of customer appreciation, can provide for their company a unique competitive advantage. But the degree of success achieved by a sales team ultimately is dependent on the capability of the field sales manager.
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© 1995 B. H. Elvy
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Elvy, B.H. (1995). Supporting Field Sales. In: How to Appreciate Your Customers. Palgrave Macmillan, London. https://doi.org/10.1007/978-1-349-13289-8_11
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DOI: https://doi.org/10.1007/978-1-349-13289-8_11
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-1-349-13291-1
Online ISBN: 978-1-349-13289-8
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