Building a more successful rep organization |
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| Affiliation: | 1. JOSEPH A. BELLIZZI received a Ph.D. from the University of Nebraska. He teaches at Kansas State University USA as an Associate Professor of Marketing.;2. CHRISTINE GLACKEN is employed by Allied Bendix Corporation as a Production Planner in Kansas City, USA.;1. Key Laboratory of Energy Thermal Conversion and Control of Ministry of Education, Southeast University, Nanjing 210096, China;2. School of Energy and Mechanical Engineering, Nanjing Normal University, Nanjing 210023, China;3. Institute of Solids Process Engineering and Particle Technology, Hamburg University of Technology, Hamburg 21073, Germany;1. School of Geographic and Environmental Sciences, Tianjin Normal University, Tianjin 300387, China;2. Research Center of Environment and Sustainable Development of the China Civil Aviation, Civil Aviation University of China, Tianjin 300300, China;3. School of Economics, Zhejiang University of Finance and Economics, Hangzhou 310018, China;4. Institute of Land and Urban-rural Development, Zhejiang University of Finance and Economics, Hangzhou 310018, China;5. Department of Geography and Resource Management, The Chinese University of Hong Kong, Hong Kong;6. State Key Joint Laboratory of Environment Simulation and Pollution Control (SKLESPC), and School of Environment, Tsinghua University, Beijing 100084, China;7. Energy Systems Division, Argonne National Laboratory, Argonne, IL 60439, United States;8. Collaborative Innovation Center for Energy Economics and Energy Policy, China Institute for Studies in Energy Policy, School of Management, Xiamen University, Xiamen, Fujian 361005, China;1. Department of Health Sciences Research, Mayo Clinic, Rochester, Minnesota;2. Dana-Farber Cancer Institute, Boston, Massachusetts;3. MD Anderson Cancer Institute, Houston, Texas;4. Department of Oncology, Mayo Clinic, Rochester, Minnesota;1. School of Energy Science and Engineering, Indian Institute of Technology Guwahati, Assam, 781039, India;2. Research Institute for Science and Engineering, Waseda University, Shinjuku-ku, Tokyo, 169-8555, Japan;3. Department of Mechanical Engineering, Indian Institute of Technology Tirupati, Andhra Pradesh, 517619, India;4. Department of Chemical Engineering, Indian Institute of Technology Guwahati, Assam, 781039, India |
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| Abstract: | This paper reviews some of the difficulties encountered by manufacturers in using manufacturers' reps. A variety of specific recommendations and suggestions are discussed concerning recruiting, selection, and using manufacturers' reps more effectively. |
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