Australia Paint Market Loses Industrial Sales but Domestic Segment is Strong

The objective of this paper is to analyze the uncertainty associated with pump efficiency measurements and to determine reasonable confidence intervals for these data. In the past, many industrial sales and some pieces of academic research have been based upon the experimental data of pump efficiencies; yet few have questioned the accuracy of the experimental data and no one has provided a confidence interval which reflects the range of uncertainty in the measurement. In this paper, a method for calculating this confidence interval is presented and it is shown that substantially large confidence intervals exist within the testing results of a pump. Furthermore, it is recommended that these confidence intervals be included with the efficiency data whenever it is reported.

Download Full-text

Managing the Industrial Sales Force of the 1990s

Journal of Marketing Management ◽

10.1080/0267257x.1993.9964225 ◽

1993 ◽

Vol 9 (2) ◽

pp. 123-139 ◽

Cited By ~ 15

Author(s):

Kevin Wilson

Keyword(s):

Sales Force ◽

Industrial Sales

Download Full-text

The Industrial Sales Team

Social Skills ◽

10.1007/978-94-011-7819-8_15 ◽

1983 ◽

pp. 229-247

Author(s):

P. Moorhouse

Keyword(s):

Sales Team ◽

Industrial Sales

Download Full-text

The Industrial Sales Team

Social Skills ◽

10.1007/978-94-010-9784-0_15 ◽

1983 ◽

pp. 229-247

Author(s):

P. Moorhouse

Keyword(s):

Sales Team ◽

Industrial Sales

Download Full-text

Selling Activity and Sales Position Taxonomies for Industrial Salesforces

Journal of Marketing Research ◽

10.1177/002224378602300306 ◽

1986 ◽

Vol 23 (3) ◽

pp. 261-270 ◽

Cited By ~ 48

Author(s):

William C. Moncrief

Keyword(s):

Frequency Of Occurrence ◽

Managerial Implications ◽

Industrial Sales

The author develops a comprehensive inventory of selling activities and uses it to analyze the jobs of 1393 salespeople employed by 51 industrial selling organizations. He also develops a taxonomy of sales activities based on frequency of occurrence of 121 sales activities. In addition, a taxonomy of six industrial sales jobs is created from configurations of sales activity factors. Managerial implications of the findings are discussed and directions for further research are proposed.

Download Full-text