Should you increase sales promotion or add salespeople?

Academic Article


  • 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. © 1989.
  • Authors

    Published In

    Digital Object Identifier (doi)

    Author List

  • Powers TL
  • Start Page

  • 259
  • End Page

  • 263
  • Volume

  • 18
  • Issue

  • 4