Relevant bibliographies by topics / Industrial selling

Contents

  1. Journal articles
  2. Dissertations / Theses
  3. Books
  4. Book chapters
  5. Conference papers

Academic literature on the topic 'Industrial selling'

Author: Grafiati
Published: 4 June 2021
Last updated: 1 February 2022

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Journal articles on the topic "Industrial selling"

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Claxton, Reid, Susan DelVecchio, James E. Zemanek, and Roger P. McIntyre. "Industrial Buyers' Perception of Effective Selling." Psychological Reports 89, no. 3 (December 2001): 476–82. http://dx.doi.org/10.2466/pr0.2001.89.3.476.

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The most fundamental aspect of commerce is interaction between buyers and sellers. Accordingly, the psychological study of selling techniques can be considered as old as trade. This study investigated two categories of selling techniques composed of 17 objection-addressing and 13 sale-closing strategies. Reported are survey responses from 242 industrial buyers, frequent targets of selling techniques, who were asked to identify which technique from each category they associated with salespersons' effective selling behavior.
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Schmitz, Christian. "Group influences of selling teams on industrial salespeople’s cross-selling behavior." Journal of the Academy of Marketing Science 41, no. 1 (May 30, 2012): 55–72. http://dx.doi.org/10.1007/s11747-012-0304-7.

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Marois, Denise. "Selling Industrial Hygiene to Upper Management." Synergist 7, no. 3 (1996): 26. http://dx.doi.org/10.3320/1.2928514.

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Moore, James R., Donald W. Eckrich, and Lorry Thompson Carlson. "A Hierarchy of Industrial Selling Competencies." Journal of Marketing Education 8, no. 1 (March 1986): 79–88. http://dx.doi.org/10.1177/027347538600800111.

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CLAXTON, REID. "INDUSTRIAL BUYERS' PERCEPTION OF EFFECTIVE SELLING." Psychological Reports 89, no. 7 (2001): 476. http://dx.doi.org/10.2466/pr0.89.7.476-482.

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Wagle, John S. "Using humor in the industrial selling process." Industrial Marketing Management 14, no. 4 (November 1985): 221–26. http://dx.doi.org/10.1016/0019-8501(85)90013-6.

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Joe Puri, S. "Industrial Vendors′ Selling Center: Implications for Sales Management." Journal of Business & Industrial Marketing 7, no. 3 (March 1992): 59–69. http://dx.doi.org/10.1108/08858629210035436.

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Cardozo, Richard, and Shannon Shipp. "New selling methods are changing industrial sales management." Business Horizons 30, no. 5 (September 1987): 23–28. http://dx.doi.org/10.1016/0007-6813(87)90075-9.

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Wotruba, Thomas R. "The transformation of industrial selling: Causes and consequences." Industrial Marketing Management 25, no. 5 (September 1996): 327–38. http://dx.doi.org/10.1016/0019-8501(96)00035-1.

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Leigh, Thomas W., and Patrick F. McGraw. "Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation." Journal of Marketing 53, no. 1 (January 1989): 16–34. http://dx.doi.org/10.1177/002224298905300103.

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Selling is the primary performance-related activity in the sales job, yet descriptions of the task-specific knowledge of sales personnel are rare. In a two-phased (free elicitation and validation) study, the authors used cognitive script methods to map the procedural knowledge of experienced, effective industrial salespersons. Commonalities in the selling objectives, sales call planning activities, and sales call interaction activities for four selling situations are described. These script norms provide rich, activity-based descriptions of salesperson knowledge as empirical content for future theoretical investigations and practical applications in sales performance and sales training.
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Dissertations / Theses on the topic "Industrial selling"

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Åge, Lars-Johan. "Business manoeuvring : a grounded theory of complex selling processes." Doctoral thesis, Handelshögskolan i Stockholm, Marknadsföring, Distributionsekonomi och Industriell Dynamik (D), 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hhs:diva-926.

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Industrial selling processes are complex phenomena. The involvement of diverse persons and the prevalence of service elements in integrated sales offerings have meant that collaboration and dialogue are now essential aspects of any successful selling process. The present study is based on the premise that these essential aspects of contemporary industrial selling processes have not been sufficiently conceptualised in the extant literature and that new concepts are therefore required. In particular, relevant new concepts that are based on the personal experiences of the actors involved in the selling process are urgently needed. Grounded-theory methodology was chosen for this inductive study because this approach is especially suitable for the development of empirically based concepts derived from the real-life experiences of involved actors who are addressing their issues of concern. The substantive theory that is subsequently produced by this grounded-theory approach posits a core category of ‘business manoeuvring’ as the basic social process whereby the involved actors resolve their main concern—which is the conduct of effective business. This resolution is achieved within the core category of ‘business manoeuvring’ by the judicious management of mutually dependent and complementary activities, which are reflected in the other categories of the substantive theory—(i) ‘business standardisation’; (ii) ‘business fraternisation’; (iii) ‘personalisation’; and (iv) ‘probationary business rationalisation’. A comparison of the present study’s substantive theory with alternative models in the literature reveals that the broader scope and integration of the proposed substantive theory provides it with greater explanatory power than extant models; however, it is acknowledged that the proposed theory lacks the detailed depth of other models. The successful development of a substantive theory that grasps the main concern of the involved actors and adequately describes its continuous resolution means that this study has achieved its primary purpose of developing empirically based, actor-related concepts that provide an enhanced understanding of the theory and practice of complex selling processes in contemporary industrial markets.
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Bäckström, Lars. "Industrial selling : case studies of Swedish manufacturing small and medium sized enterprises /." Luleå : Luleå University of Technology, 2002. http://epubl.luth.se/1402-1757/2002/19.

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Bäckström, Lars. "Industrial selling : case studies of Swedish manufacturing small and medium sized enterprises." Licentiate thesis, Luleå tekniska universitet, Industriell Ekonomi, 2002. http://urn.kb.se/resolve?urn=urn:nbn:se:ltu:diva-18353.

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The research problem in this thesis has been formulated as: How can industrial selling performed by Swedish manufacturing small and medium-sized enterprises in the different selling situations be characterized? The research problem has been further developed in forms of three research questions dealing with selling activities, individuals involved in selling, and selling processes in the different selling situations. The selling situations included are; new selling task, modified selling task and routine selling task. Selling in this study has been defined as the activities performed by any individual(s) for the purpose of doing business at an individual customer level. Further, small and medium-sized companies have been defined as companies with 10-249 employees. The intention with this research has not been to quantitatively describe and generalize findings to all Swedish manufacturing SMEs. Instead, an exploratory and descriptive perspective has been adopted. The ambition, however, have been to begin to understand how Swedish manufacturing SMEs perform industrial selling. The approach for this study is to be considered qualitative. In order to address our research problem and research questions, four case studies in two different industries were investigated. Within the manufacturing industry, one small and one-medium sized company was selected. Similarly, one small and one medium-sized company in the electronics industry were identified. Personal interviews were used in order to collect data. Totally, we have interviewed 19 respondents in different positions within the selected companies. The findings indicate that selling activities performed by the manufacturing SMEs in this study are complex and includes a variety of different activities. In addition to activities included in the conceptual framework, a new class of activities was identified, where the selling company was engaged in developing the customer's operations fundamentally. The individuals we found to be involved in selling were many and represented several different functions within the selling company. Furthermore, the findings indicate that the studied companies included external individuals when performing their selling. Finally, we also found that the performed selling activities could be described in several selling processes. Our findings indicate that the selling processes vary from rather simple and transaction-oriented selling processes to more complex processes dealing with both long-term customer relationships and single transactions.

Godkänd; 2002; 20070224 (ysko)

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Dahlin, Rob C. "Historical role of insurance company loss control services and their impact on the insurance buying decision." Online version, 1998. http://www.uwstout.edu/lib/thesis/1998/1998dahlinr.pdf.

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Liljegren, Göran. "Interdependens och dynamik i långsiktiga kundrelationer : industriell försäljning i ett nätverksperspektiv." Doctoral thesis, Handelshögskolan i Stockholm, Marknadsföring, Distributionsekonomi och Industriell Dynamik (D), 1988. http://urn.kb.se/resolve?urn=urn:nbn:se:hhs:diva-763.

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Denna avhandling anlägger en kritisk syn på den personliga försäljningens normativa beslutsmodeller. Med ett alternativt synsätt i det s.k. nätverkssynsättet får personlig försäljning en delvis annorlunda betydelse än vad som framförs i traditionell försäljnings- och marknadsföringslitteratur. Författarens övergripande syfte med rapporten är att öka förståelsen av försäljarens roll och uppgifter i långsiktiga industriella kundrelationer. I studien ingår en beskrivning av relationen mellan Atlas Copco Svenska Försäljningen och ABV mellan åren 1971-1984. Beskrivningen baseras på ett nätverksperspektiv. Ur det empiriska fallet utvecklas ett antal teser som karakteriserar långsiktiga kundrelationer. Teserna är relaterade till varandra genom interdependens och dynamik. Teserna får praktiska implikationer för industriell försäljning, bl.a. diskuteras konflikter i försäljningsarbetet mellan kortsiktiga affärer och långsiktiga överenskommelser, konsekvenserna av en ökad specialisering, styrning och organiserande av försäljningen i långsiktiga kundrelationer.
Diss. Stockholm : Handelshögsk.
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Lee, Yunah. "Selling modern British design : overseas exhibitions by the Council of Industrial Design, 1949-1971." Thesis, University of Brighton, 2009. https://research.brighton.ac.uk/en/studentTheses/da8871a2-8a20-4744-a0f1-7d6a3e7a09d9.

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This thesis reviews the notion of British modern design promoted by the Council of Industrial design during 1950s and 1960s through a comparative analysis of the series of overseas exhibitions organised or participated in by the Council of Industrial Design (CoID) between 1949 and 1972.
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Cheng, Wai-kei Anthony, and 鄭偉琪. "Buyer-seller relationships strategies in the Hong Kong markets for electrical and mechanical industrial products." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1992. http://hub.hku.hk/bib/B31265248.

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Knudsen, Simon. "Identifying antecedents of cross-selling performance : A qualitative approach in the professional services industry." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-278878.

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Cross-selling is the practice of selling products or services that do not replace already purchased products or services to existing customers. In industries characterized by complex products, long lead times and intricate relations between customer and company, the determinants of a company's cross-selling performance are different than those present in other industries. This study explores salespersons' perceptions of antecedents of their cross-selling performance in a Swedish professional services company. The results are synthesized into a theoretical model that provides partially different perspectives compared to previous research. The most unexpected finding is that cross-divisional transpersonal efficacy - belief in the ability of service providers of cross-sold services to perform well - appeared to affect motivation to cross-sell notably. Transpersonal efficacy is an unexplored concept in the context of cross-selling and should thus be explored further. Managers should attempt to increase salespersons' cross-divisional transpersonal efficacy to increase salespersons' cross-selling performance.
Korsförsäljning, eller cross-selling, innebär att sälja produkter eller tjänster som inte ersätter redan köpta sådana till befintliga kunder. I branscher med komplexa produkter, långa ledtider och invecklade relationer mellan säljare och köpare skiljer sig faktorer som ökar cross-selling åt från andra branscher. Den här studien undersöker vad försäljare i ett yrkestjänsteföretag uppfattar påverkar deras korsförsäljningsprestation. Resultaten konsolideras i en teoretisk modell vars perspektiv delvis skiljer sig från tidigare studier i ämnet. Det mest oväntade resultatet är att försäljares motivation att korsförsälja påverkas starkt av deras uppfattning av hur väl de förmedlare som tillhandahåller de tjänster som korsförsäljs kan prestera. Detta fenomen är inte tidigare undersökt inom korsförsäljning, och bör därför undersökas vidare. Organisationer som vill öka sina försäljares korsförsäljningsprestation bör förbättra försäljares uppfattning av förmedlare av andra tjänsters prestationsförmåga.
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Kwok, Chi-hung Chester, and 郭志雄. "The balance of buyer-seller interactions along the marketing strategies continuum in the Hong Kong markets for electrical andmechanical industrial products." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 1992. http://hub.hku.hk/bib/B31265376.

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Cheng, Wai-kei Anthony. "Buyer-seller relationships strategies in the Hong Kong markets for electrical and mechanical industrial products /." [Hong Kong : University of Hong Kong], 1992. http://sunzi.lib.hku.hk/hkuto/record.jsp?B1330253X.

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Books on the topic "Industrial selling"

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McDonald, Malcolm. Effective industrial selling. Oxford: Heinemann Professional, 1988.

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Rose, Louis De. Value selling. New York, NY: AMACOM, 1989.

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The professional selling process. Minneapolis/St. Paul: West Pub. Co., 1993.

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Selling equipment leasing. New York: AMACOM, 1994.

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We shoot every third salesperson --the second one just left: Skills necessary for effective business-to business telephone prospecting and account development. Dubuque, Iowa: Kendall/Hunt Pub. Co., 1997.

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Dixon, Lance. JIT II, revolution in buying & selling. Newton, Mass: Cahners Pub. Co., 1994.

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Wright, Christopher J. Salesforce remuneration and incentives in the industrial selling situation. Salford: University of Salford, 1993.

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Seelye, Richard S. The selling starts when the customer says no: The 12 toughest sells, and how to overcome them. Chicago, IL: Probus Pub. Co., 1993.

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Sales & Marketing Foundation (U.S.). Basic sales skills--business to business. Burr Ridge, Ill: Irwin Professional Pub., 1995.

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Creutzig, Martin. Besuchsplanung und Verkaufsgebietsabgrenzung im industriellen Produktgeschäft. München: VVF, 1988.

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Book chapters on the topic "Industrial selling"

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Bhattacharjee, Kaushik. "Selling Energy Projects." In Industrial Energy Management Strategies: Creating a Culture of Continuous Improvement, 155–67. Lilburn, GA : Fairmont Press, Inc., [2017]: River Publishers, 2020. http://dx.doi.org/10.1201/9781003150961-5.

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Wieseke, Jan, Kira Maiwald, and Seven Mikolon. "Customers’ Perspective on Service Infusion in Industrial Selling." In Servicetransformation, 523–48. Wiesbaden: Springer Fachmedien Wiesbaden, 2016. http://dx.doi.org/10.1007/978-3-658-11097-0_23.

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Alessandra, Anthony J., and Ugur Yavas. "Buyer-Seller Similarity Measures as Correlates of Sales Success in Industrial Selling." In Marketing Horizons: A 1980's Perspective, 68–72. Cham: Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-10966-4_16.

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Wang, Gang, Zhao-chao Dong, and Zhi-bao Li. "A Comparative Study on Retailer’s Refunding Strategies Considering Products Advance Selling." In Proceedings of the 22nd International Conference on Industrial Engineering and Engineering Management 2015, 3–14. Paris: Atlantis Press, 2016. http://dx.doi.org/10.2991/978-94-6239-177-2_1.

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Somsen, Geert J. "Selling Science: Dutch Debates on the Industrial Significance of University Chemistry, 1903–1932." In Determinants in the Evolution of the European Chemical Industry, 1900–1939, 143–68. Dordrecht: Springer Netherlands, 1998. http://dx.doi.org/10.1007/978-94-017-1233-0_7.

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Rese, M., and J. Everhartz. "Condition Monitoring of Industrial Product Service Systems – Helpful Selling Argument or Potential Marketing Pitfall?" In The Philosopher's Stone for Sustainability, 493–97. Berlin, Heidelberg: Springer Berlin Heidelberg, 2013. http://dx.doi.org/10.1007/978-3-642-32847-3_83.

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Chen, Pei-lin, Wei Cheng, and Ting-ting Fan. "Study on the Application of Genetic Algorithm Based BP Neural Network Model in Field of Cross Selling." In Proceedings of the 22nd International Conference on Industrial Engineering and Engineering Management 2015, 283–93. Paris: Atlantis Press, 2016. http://dx.doi.org/10.2991/978-94-6239-177-2_28.

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Wollan, Robert, Anne O'Riordan, Jean-Laurent Poitou, Fabio Vacirca, and John L. DelSanto. "Looking for Channel-Selling Innovation?: Four Industries that Stand Out." In Selling Through Someone Else, 67–90. Hoboken, NJ, USA: John Wiley & Sons, Inc., 2015. http://dx.doi.org/10.1002/9781119204640.ch5.

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Phillipov, Michelle. "Soft-Selling Supermarkets: Food Television and Integrated Advertising." In Media and Food Industries, 193–217. Cham: Springer International Publishing, 2017. http://dx.doi.org/10.1007/978-3-319-64101-0_8.

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"Selling the Engagement." In Industrial and Systems Engineering Series, 33–46. CRC Press, 2014. http://dx.doi.org/10.1201/b16959-4.

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Conference papers on the topic "Industrial selling"

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Dong, Siren, Yongui Wang, and Huachao Gao. "Personality traits, selling behaviors and their relationship with sales performance: Evidence from direct selling industry." In 2009 IEEE International Conference on Industrial Engineering and Engineering Management (IEEM). IEEE, 2009. http://dx.doi.org/10.1109/ieem.2009.5372891.

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Dissel, M. C., D. R. Probert, and L. W. Tockenburger. "Selling new technologies; making a convincing business case." In 2007 IEEE International Conference on Industrial Engineering and Engineering Management. IEEE, 2007. http://dx.doi.org/10.1109/ieem.2007.4419531.

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Haji, A., H. Sabahno, and R. Haji. "Developing a partial backlogging deteriorating inventory model with selling price dependant demand rate and cycle length dependant selling price." In 2008 IEEE International Conference on Industrial Engineering and Engineering Management (IEEM). IEEE, 2008. http://dx.doi.org/10.1109/ieem.2008.4737859.

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Alturki, Ibrahim, and Hesham Alfares. "Optimum Inventory Control and Warehouse Selection with a Time-Dependent Selling Price." In 2019 Industrial & Systems Engineering Conference (ISEC). IEEE, 2019. http://dx.doi.org/10.1109/iasec.2019.8686631.

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Muttaqin, B. I. A., and C. N. Rosyidi. "Open pit mining profit maximization considering selling stage and waste rehabilitation cost." In 3RD INTERNATIONAL MATERIALS, INDUSTRIAL AND MANUFACTURING ENGINEERING CONFERENCE (MIMEC2017). Author(s), 2017. http://dx.doi.org/10.1063/1.5010639.

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Sun, Xiaowen, and Yan Chen. "Joint Strategy of Advance Selling and Resalable Returns for Fashion Products." In 2020 IEEE International Conference on Industrial Engineering and Engineering Management (IEEM). IEEE, 2020. http://dx.doi.org/10.1109/ieem45057.2020.9309736.

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Yang, Danqin, Huayu Chen, and Shengnan Mei. "The Channel Mode for a Supply Chain Selling Products with Network Extemalities." In 2019 International Conference on Industrial Engineering and Systems Management (IESM). IEEE, 2019. http://dx.doi.org/10.1109/iesm45758.2019.8948086.

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Fang, Yanli, Zhuoyi Ren, and Zhaobin Wei. "Advance Selling Decision for Perishable Products in the Presence of Strategic Consumers." In 2020 IEEE International Conference on Industrial Engineering and Engineering Management (IEEM). IEEE, 2020. http://dx.doi.org/10.1109/ieem45057.2020.9309993.

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Mauricio, Arsie P., John Michael M. Payawal, Maida A. Dela Cueva, and Venusmar C. Quevedo. "Predicting Customer Lifetime Value through Data Mining Technique in a Direct Selling Company." In 2016 International Conference on Industrial Engineering, Management Science and Application (ICIMSA). IEEE, 2016. http://dx.doi.org/10.1109/icimsa.2016.7504027.

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Pouralikhani, Hamed, Omid Tehranian, and Abolfazl Mirzazadeh. "Determining optimal selling price and the economic order quantity comparing crisp and fuzzy number costs." In 2016 12th International Conference on Industrial Engineering (ICIE). IEEE, 2016. http://dx.doi.org/10.1109/induseng.2016.7519354.

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