Managing a Sales Territory: A Comparison of Industrial Goods and Consumer Goods Sales Representatives |
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| Authors: | Terry Deutscher David G Burgoyne Gary N Grundman Judith J Marshall |
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| Institution: | 1. Terry Deutscher (Ph.D., Stanford Graduate School of Business) is Associate Professor and Director of Research at the School of Business Administration, The University of Western Ontario in London, Canada. He previously worked in industrial selling with Dupont of Canada.;2. David G. Burgoyne (MBA, University of Western Ontario) is Adjunct Professor of Business and Director of Continuing Education and Alumni Relations at The University of Western Ontario, School of Business Administration. He has 13 years of experience in Canadian sales and sales management positions.;3. Gary N. Grundman (MBA, University of Western Ontario) is a Corporate Finance associate at the Chase Manhattan Bank in New York. He has previously published in the Business Quarterly.;4. Judith J. Marshall (B.H.Ec., M.Sc., University of Manitoba) is currently on leave from a faculty position at The University of Alberta while working on her Ph.D. thesis at The University of Western Ontario. The topic of her dissertation is telemarketing. She has previously published in the Business Quarterly and Industrial Marketing Management. |
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| Abstract: | AbstractWhat do the rapid changes in the environment faced by consumer goods marketers portend for their salesforces? They must change as well in order to meet the shifting requirements for successful marketing in the early 1980's. Effective sales territory management can be an important instrument for sales representatives in meeting these challenges. Sales territory management is one area, it would appear, where consumer goods marketers can learn a good deal from their counterparts in industrial goods salesforces. |
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