AUTHOR
Forsberg, Monica; Noppa, Johanna

DATE
2000-04-13

DEPARTMENT
Business Administration and Social Sciences / Industrial marketing and e-commerce

SUMMARY
Partly due to the worldwide adaptation of the Internet, theory and practice of business-to-business marketing has changed over the past decade. This thesis deals with the Internet in industrial selling and, more specifically, how the Internet as a business-to-business selling tool can be described. The purpose is mainly to explore but to describe as well as explain how the Internet is used in the selling process and by the members of the selling team, and how the Internet has influenced the role of the salesperson. To fulfil this purpose, two case studies have been conducted and the empirical data has been obtained through interviews. The findings of the research states that the companies seemingly use the Internet in the same way and at the same stages in the selling process. Furthermore, all members of the selling team do not use the Internet in their role fulfilment and the role of the salesperson has not changed due to the use of the Internet in the selling process.

ISSN 1404-5508 / ISRN LTU-SHU-EX--00/077--SE / NR 2000:077