Switching from reps to direct salespeople

Academic Article


  • The point at which it becomes desirable for a firm to switch from a manufacturer's representative to a company's direct sales organization is a difficult one to determine for industrial marketers. This article discusses a method that can be utilized to make this decision. © 1987.
  • Authors

    Published In

    Digital Object Identifier (doi)

    Author List

  • Powers TL
  • Start Page

  • 169
  • End Page

  • 172
  • Volume

  • 16
  • Issue

  • 3