Selling & Sales Management in Action: Using the Journal of Personal Selling & Sales Management As A Teaching Aid |
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| Authors: | Alan J. Dubinsky William Rudelius |
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| Affiliation: | 1. Alan J. Dubinsky (Ph.D., University of Minnesota) is an Assistant Professor in the Edwin L. Cox School of Business at Southern Methodist University. Prior to pursuing his graduate work, he was a territory manager for the Burroughs Corporation.;2. William Rudelius (Ph.D., Wharton School, University of Pennsylvania) is Professor of Marketing at the College and Graduate School of Business Administration of the University of Minnesota. |
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| Abstract: | AbstractAlthough much marketing literature exists pertaining to whether products should be marketed differently from services, little attention has focused on whether product selling differs from service selling. This article reports the results of an empirical investigation that examined whether salespeople selling industrial products use different selling techniques than those selling services. The results suggest that product sales personnel prefer techniques that can use tangible aspects of the product to advantage, while service sales personnel prefer techniques that stress the personal assistance of customers. The implications of the results are also presented. |
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