.... RQ1. What makes a sales presentation effective from a salesperson's perspective? RQ2. What makes a sales presentation effective from a buyer's perspective? © Emerald Group Publishing Limited 2012 Sales Sellers Buyers Communications Presentations Effectiveness...

..., should influence the extent of PSA. The following proposition is put forward: National cultures Organizational culture Cross‐cultural management Communications Sales Thailand Increasing competition, fostered by the reduction in trade barriers throughout most of the world, has brought...

...Pete Naudé; Christopher P. Holland Introduces the special issue entitled “The role of information and communications technology in transforming marketing theory and practice”. Outlines the themes discussed in the papers in the issue, which seek to provide insights into how information...

...Cynthia J. Bean; James S. Boles; Cynthia Rodriguez Cano The communication environment for buyer‐seller interfaces is being transformed by a variety of new communication choices. The use of electronic mail in business today is especially prevalent. This investigation explores buyer and seller...

... feelings concerning their comfort level with various communication approaches could enhance the reception of messages crafted for them. The discipline needs to move beyond the numbers to a more abstract analysis of the customer as an individual with specific feelings toward various marketing approaches...

... this new format for business. In doing so, past perceptions and attitudes must be shed and a more “open”approach to business must be assumed if these important suppliers are to adapt to change. A total commitment to working with manufacturers which involves shared and consistent communications...

... throughout a manufacturer′s chain of distribution if it is to be a truly effective effort. Channel members are eager and willing accomplices to this effort because they can easily see how it helps their own agendas and competitiveness. A systematic communications process of measurable and reciprocal...

... the likelihood of additional application related sales. © MCB UP Limited 1994 Communications Decision making Marketing Market orientation National accounts Sales The purpose of this article is threefold. First, it will present a brief summary of the literature addressing the advantages...

... to stress those corresponding benefits in his communication with the buyer so that the investment will lead to the development of a closer relationship with the buyer. The closer relationship in turn may result in the buyer providing the seller with rewards such as a larger share of his business...

...Mary C. LaForge; Louis H. Stone Illustrates a simple and practical method for analysing the communication flows in a buying centre. Presents an actual application that captures the organisational interactions necessary to secure approval for major purchase requests in a textile manufacturing...