PERSONAL SELLING IN MARKETING

Advance-selling as a competitive marketing tool

Advance selling before the time of consumption is now possible for even very small service providers, given new technologies (specifically, web-based transactions, biometrics and smart card technology). Moreover, recent research has revealed that advance selling can substantially improve profits without traditional price discrimination. However, that research was limited to monopoly settings. T...

Visions, hype and confusion: selling computing futures in institutional marketing

Declining student numbers in the Information Technology field has prompted considerable discussion amongst academics in the past two years. Several authors (Young (2005), McGettrick, et al. 2004) have explored likely contributing factors and identified strategies for improvement. Key to many of those strategies is a change in student perception of the value of a career in computing. The authors...

ISM: Item Sele tion for Marketing with Cross-Selling Considerations

optimal selling price, marketing expenditure and order quantity with backordering

demand is assumed constant in the classical economic order quantity (eoq) model. however, in the real world, the demand is dependent on many factors such as the selling price, warranty of product and marketing effort. in addition pricing and ordering quantity decisions are interdependent for a seller when demand for the product is price sensitive in the inventory models. these types of models a...

Integrating the Concept of Customer Needs Into an Undergraduate Professional Selling Course in a Marketing Curriculum

This paper argues that professional selling within the cuntext of a marketing c,,rricula in a business school should be described and practiced in a manner compatible with the marketing concept, which emphasizes satisfaction of consumers' needs. The paper looks at textbook approaches to sales presentations to determine their congruency with the marketing concept and buyer behavior. Analysis of ...