TY - JOUR
T1 - How new product introductions affect sales management strategy
T2 - The impact of type of "Newness" of the new product
AU - Micheal, Kamel
AU - Rochford, Linda
AU - Wotruba, Thomas R.
PY - 2003/7
Y1 - 2003/7
N2 - Affects of the of new product introductions on sales management strategy is discussed. It is observed that most of the firms do not make most of the adjustments for products with the greatest degree of market newness except in the management strategy categories of compensation and supervision. It Is also observed that firms changes sales management strategies like organization, training, quotas and goals, when a product is new to the firm but not new to the market. It is suggested that firms must analyze all elements of current sales management strategy on the launching of a new product to get maximum benefits.
AB - Affects of the of new product introductions on sales management strategy is discussed. It is observed that most of the firms do not make most of the adjustments for products with the greatest degree of market newness except in the management strategy categories of compensation and supervision. It Is also observed that firms changes sales management strategies like organization, training, quotas and goals, when a product is new to the firm but not new to the market. It is suggested that firms must analyze all elements of current sales management strategy on the launching of a new product to get maximum benefits.
UR - http://www.scopus.com/inward/record.url?scp=2342595926&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=2342595926&partnerID=8YFLogxK
U2 - 10.1111/1540-5885.00026
DO - 10.1111/1540-5885.00026
M3 - Article
AN - SCOPUS:2342595926
SN - 0737-6782
VL - 20
SP - 270
EP - 283
JO - Journal of Product Innovation Management
JF - Journal of Product Innovation Management
IS - 4
ER -