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- Title
CLASSIFICATION IN THE FOOD BROKERAGE FIELD.
- Authors
Alper, Benedict S.
- Abstract
The article addresses the changes within the food brokerage field that indicate that retail food sales are passing through fewer and larger retail outlets. This first person account from a food brokerage sales executive tells of his company's approach to maximize the efforts of their sales force within the New England area. This required them to take stock of the customer base through a classifying system that identified those customers whose sales volume merited a personal sales call and then assigning a frequency-of-call factor. The article details the classification process and the impact of sales call frequency, as well as the additional benefit of the study that included increased knowledge and a sense of ownership of their individual customers and their business goals.
- Subjects
NEW England; FOOD industry management; CLASSIFICATION; SALES force management; FOOD brokers; SALES management; FOOD industry; RETAIL industry; SALES personnel; SALES territories
- Publication
Journal of Marketing, 1957, Vol 22, Issue 2, p140
- ISSN
0022-2429
- Publication type
Article
- DOI
10.2307/1247210