S
sales 72 “3
hard vs meeting of mind 113 “14
presentation styles 88 “9
product promotion 90
role of representative 74
salesforce
education/training 262 “3
Internet use 263 “4
rewards 263
tacit/explicit knowledge management 264 “6
soft selling 74 “5
techniques 5
Second Cybernetic Revolution 113
senior-junior relationships 103 “4
sequential-synchronic time 50, 119 “20
24-hou economy 126 “7
birth, growth, maturity of products 122
definitions 120 “1
fast/slow 123 “4
history/advertising link 127 “8
multi-tasking/multi-interests 125 “6
reconciling 128 “9
relationships/speed 124 “5
short-termism 121 “2
time to market 122 “3
seven dimensions model 16 “17
Singapore 57 “8, 68, 78 “80, 116, 122, 126 “7
Smith-DeBruin, Michelle 100
South Africa 222 “3, 224 “5
specific-diffuse 50, 72 “3
advertising
appealing to general public 78
diffuse customers 79
fantasy 76 “7
high-context 77
business and pleasure 78 “9
developing/implementing strategies 77
escalating reciprocity 76
extra services 81
implicit better than explicit 75 “6
network societies 79 “80
new technology 81 “3
not what was said but way it was said 73 “4
role of sales representative 74
soft selling 74 “5
ultimate service concept 80 “1
strategic marketing 4, 279
changing 280
cost-benefit analysis 297 “302
definition 279
dilemmas 280
inside-out vs outside-in 285 “9
lateral tension between different alternative activities 289 “97
top-down vs bottom-up 281 “5
key areas of concern 279 “80
supply chain management 238
synchronic see sequential-synchronic time