MOTOR CARRIER SALES PEOPLE: CAN THEY ADAPT?

This study evaluates the extent to which motor carriers are marketing oriented. A survey of motor carrier sales people was conducted to elicit their responses of how well their firms meet shipper needs. Two cases were designed to test the situational assessment skills of these sales people, verify their behavioral responses to different selling situations, and to examine their adaptability of selling strategies to different customers. The results suggest that improved assessment and training of sales people may result in both a greater marketing orientation and improved profitability to the firm.

Media Info

Subject/Index Terms

Filing Info

  • Accession Number: 00494886
  • Record Type: Publication
  • Source Agency: University of British Columbia, Vancouver
  • Files: TRIS
  • Created Date: Jun 30 1990 12:00AM