This paper argues that professional selling within the cuntext of a marketing c,,rricula in a business school should be described and practiced in a manner compatible with the marketing concept, which emphasizes satisfaction of consumers' needs. The paper looks at textbook approaches to sales presentations to determine their congruency with the marketing concept and buyer behavior. Analysis of ...

Petri Parvinen works as Professor of Sales Management at the Aalto University School of Business, Helsinki, Finland. In his academic research, Dr. Parvinen has concentrated on explaining growth and profitability at the business unit level. Parvinen has produced over 50 different academic publications, scholarly articles having appeared in e.g. Journal of Management Studies, Industrial Marketing...

In this paper, a discount model is proposed to coordinate pricing and ordering decisions in a two-echelon supply chain (SC). Demand is stochastic and price sensitive while lead times are fixed. Decentralized decision making where downstream decides on selling price and order size is investigated. Then, joint pricing and ordering decisions are extracted where both members act as a single entity ...

Advance selling before the time of consumption is now possible for even very small service providers, given new technologies (specifically, web-based transactions, biometrics and smart card technology). Moreover, recent research has revealed that advance selling can substantially improve profits without traditional price discrimination. However, that research was limited to monopoly settings. T...

Companies can communicate marketing messages by a range of methods, including advertising, publicity, personal selling, public relations, direct marketing, sales promotions, sponsorships, packaging and branding. Each of these marketing communication elements has unique features that directly influence the role and function they could perform in Integrated Marketing Communication (IMC) strategie...

This paper compares the often-criticized "selling orientation" or "selling concept" with the commonly-praised "societal marketing concept "from the perspectives of consumer rationality and persuasibility. It is suggested that both orientations view consumers as relatively irrational and as easily prone to manipulation by marketers. The implications of this similarity are explored from the persp...

The direct selling of organic products in Germany is a major sales channel. But sometimes there are inefficient structures. The use of e-commerce can minimize deficits which consist in marketing or product presentation. In this article possibilities are shown which bring about the selling of organic products via

this fact that marketing can encourage farmers to produce and their products better introduce to compete in the sell market and with market-friendly products to know better is important. the farmer who is not familiar with the importance of marketing and its technology will not be able to succeed in selling their product and may sell your product at a cheaper price and will be deprived of inter...

Purpose – This study aims to assess the impact of a JIT-selling strategy on organizational structure by generally replicating the previous work of Germain et al. Design/methodology/approach – In contrast to the sample population of logistics managers surveyed by Germain et al. this research draws on data from manufacturing executives with marketing responsibilities. More importantly, a major li...