Sales and Merchandising Commons^™

Distinguishing Sales Professionals From Their Marketing Counterparts: An Empirical Inquiry, Patricia Knowles, Anusorn Singhapakdi

Marketing Faculty Publications

Sales and other marketing professionals were compared in terms of some of their demographic, socioeconomic, and psychographic characteristics. It was generally expected that sates professionals would be different from the other marketing professionals in the sample. Regarding demographic and socioeconomic characteristics, more sales than other marketing professionals were male and they were less affluent. They also had fewer years of business experience. In terms of their personal values and moral philosophies, sales professionals, despite a general consensus evidenced in many leading sales and sales management texts that they are different from other employees, are generally speaking, very similar.

Breaking New Ground In Kano, Shekhar Trivedi, Rahul Bharadwaj

IIMB Management Review

Shekhar Trivedi documents the experiences of Rahul Bharadwaj, who set up a branch at Kano, Nigeria, a place totally unknown to him, to market the carpets and rugs manufactured by his company. Apart from the hands on experience of putting systems and processes in place, he provides culture specific insights about the country and highlights the sales strategies that were employed.

A Bright Future For Export Plums, Ric Engel, Glynn Ward

Journal of the Department of Agriculture, Western Australia, Series 4

Western Australia's stone fruit industry is relatively small by Australian and world standards owing to its small domestic market and past uncertainties with export. However, the industry is expanding to take advantage of growing markets in south-east Asia. It has adopted new production and marketing technology and is developing new varieties to meet the demand.

The future for our export plums has never been as promising as it is today. This is linked to fruit quality because markets are fickle and highly sensitive to poor quality fruit.

The introduction of a Quality Management Program in 199~91 helped the State develop …

Department Expands Market Information Service, Department Of Agriculture, Western Australia

Journal of the Department of Agriculture, Western Australia, Series 4

Following recent expansion, the Department of Agriculture's Market Information Service now provides an impressive array of services, and more are on the way.

Stone Fruit Regulations, W J. Hart

Journal of the Department of Agriculture, Western Australia, Series 4

Stone fruit grading regulations were introduced for the first time recently to keep small, green or badly blemished fruit off the market. This type of fruit is always in poor demand and can spoil the prices obtained for better lines of fruit by creating the impression of heavy supplies.