Shipp, Shannon; Roering, Kenneth J.; Cardozo, Richard N. - In: Journal of Business & Industrial Marketing 3 (1988) 2, pp. 55-63
Many industrial firms are adopting new selling methods such as telemarketing, national account management, and the like. Unfortunately, there are few guidelines for division managers who pioneer the use of these techniques in their firms, particularly in terms of changes in appraisal,...