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Should you increase sales promotion or add salespeople?

Authors
Journal
Industrial Marketing Management
0019-8501
Publisher
Elsevier
Publication Date
Volume
18
Issue
4
Identifiers
DOI: 10.1016/0019-8501(89)90003-5

Abstract

Abstract Making the choice between investing in advertising or personal selling efforts is a difficult one for industrial marketers. This decision requires several tradeoffs that are usually difficult to compare. This article examines these tradeoffs and presents a decision model that can assist industrial marketers in this difficult decision.

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