Abstract
The industrial sales force has evolved from being a relationship oriented profession to a technically oriented one. Praise for that! While a good Sales Engineer must still be able to manage human relations as a basic trait, there are other more important competences that customers want from them: technical expertise, time commitment and agreement fulfilment.This chapter discusses a complete industrial purchasing process from the customer point of view, as well as the sales process from the supplier's perspective. A proactive tender bid approach and two types of after-sales concepts and practises are also explained.Moreover, Capex/Opex consultative selling activities are discussed in detail, and novel tools such as the project map and its impact upon other company's departments are introduced for the first time. The reader will also obtain knowledge about the essential characteristics of modern industrial selling.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Notes
- 1.
Industrial Marketing Strategy. Frederick E. Webster Jr. John Wiley & Sons. 1991.
Author information
Authors and Affiliations
Rights and permissions
Copyright information
© 2016 Springer International Publishing Switzerland
About this chapter
Cite this chapter
Saavedra, C.A. (2016). The Industrial Sales Force. In: The Marketing Challenge for Industrial Companies. Management for Professionals. Springer, Cham. https://doi.org/10.1007/978-3-319-30610-0_8
Download citation
DOI: https://doi.org/10.1007/978-3-319-30610-0_8
Published:
Publisher Name: Springer, Cham
Print ISBN: 978-3-319-30609-4
Online ISBN: 978-3-319-30610-0
eBook Packages: Business and ManagementBusiness and Management (R0)