The importance of distributor training at Caterpillar
1990; Elsevier BV; Volume: 19; Issue: 1 Linguagem: Inglês
10.1016/0019-8501(90)90022-n
ISSN1873-2062
Autores Tópico(s)Quality and Supply Management
ResumoIndependent dealers are extremely important to many industrial manufacturers. They play an especially critical role in international channels where the manufacturer-dealer partnership becomes essential. Taking Caterpillar, Inc., as a case study this article highlights the importance of dealer training by the manufacturer. A comprehensive discussion of training issues is offered, along with insights from the experience of Caterpillar in implementing its Sales Team Development System.
Referência(s)