The evaluative criteria of industrial buyers: implications for sales training

proposes that who have more knowledge about their buyers give more effective presentations. Addresses this issue by examining the evaluative criteria held by different functional roles represented in the decision‐making unit, how those criteria differ across the various roles, and howknowledge of this can be incorporated into sales training programs to give salespeople more information on their customers and help them be more effective during the sales interaction.

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Year of publication:	1989
Authors:	McQuiston, Daniel H. ; Walters, Rockney G.
Published in:	Journal of Business & Industrial Marketing. - MCB UP Ltd, ISSN 2052-1189, ZDB-ID 2019934-X. - Vol. 4.1989, 2, p. 65-75
Publisher:	MCB UP Ltd
Subject:	Decision making \| Industry \| Sales training \| Purchasing

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Type of publication:	Article
Type of publication (narrower categories):	research-article
Language:	English
Other identifiers:	10.1108/EUM0000000002733 [DOI]
Source:	Other ZBW resources

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