Herbert E. Brown

TL;DR: In this paper, the authors propose a systematic and practical segmentation process and paradigm with requirements in the form of needed operating parameters and desired common buying factors as its centerpiece, incorporating a group process.

TL;DR: The charting process unmasks the hidden relationships in the often-referenced buyclass model, explains them, and shows how two generic telemarketing scripts can serve as useful buying stream charting tools.

TL;DR: In this paper, the authors investigated the relative impact of specific satisfaction variables, supervisory variables, organizational and individual demographic variables on overall job satisfaction, role conflict, and role ambiguity of telemarketing sales employees.

TL;DR: In this article, the authors argue that the buyer's search effort is activated by problems: he sees messages which are before him when he has problems; he attends most to those messages which promise him useful information, information that will help him do a better job; and he is most likely to respond to ad messages which address the source of pressures which are the cause of his problems.

TL;DR: In this article, an approach for dealing with the issue of complex business-to-business product or service sales lead qualification via the telephone is discussed, which reflects both good sales communications procedures as well as the problem-solving behavior of complex B2B product prospects.