Marketing in SMEs: the sales process of SMEs on the food and drink industry.
Book Chapter
Douglas, T., & Omar, M. (2013)
Marketing in SMEs: the sales process of SMEs on the food and drink industry. In N. O. Ndubisi, & S. Nwankwo (Eds.), Enterprise Development in SMEs and Entrepreneurial Firms: Dynamic Processes, 163-196. IGI-Global. https://doi.org/10.4018/978-1-4666-2952-3.ch009
There would appear to be varied approaches to the sales process practiced by SMEs in how they go about locating target customers, interfacing with prospects and new customers,...
The Sales Process Practice of Food and Drink SMEs -
A Holistic Conceptual Framework: Steps, dimensions, barriers and enablers.
Working Paper
Douglas, T. & Omar, M. (2012)
A Holistic Conceptual Framework: Steps, dimensions, barriers and enablers
Purpose –The research examines the sales process practised by SMEs, and barriers and enablers that hinder and support effective selling practices from the selling organisation...