IMPLEMENTING A NEW SELLING MIX Available to Purchase

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, coordination, and planning systems that accompany the adoption of new selling methods. This article details the development and implementation of new selling methods at an industrial firm, and provides guidelines to managers for using these techniques in their own firms.