Incorporating Information from Salespeople into the Marketing Planning Process

Jay E. Klompmaker

14 citations0/0 files storedJournal of Personal Selling and Sales Management

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Marketing and Advertising Strategies Competitive and Knowledge Intelligence Corporate Governance and Management

Abstract

The input of salespeople into the marketing information system is treated in this article. A model is developed to improve the relevancy of information in the communication flow. An application of the model is demonstrated, with encouraging results. Future areas of application are suggested.

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1991Selling and Sales Management in Action: The Sales Force's Role in International Marketing Research and Marketing Information Systems 2013The Role of Sales Managers and Salespeople in a Marketing Information System 2014Customer business development: identifying and responding to buyer-implied information preferences 1988High Technology Salespeople's Information Acquisition Strategies 2015Investigating Factors Affecting Knowledge Sharing Intention of Salespeople

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