Industrial Salesmen as a Source of Marketing Intelligence

States that salespeople are increasingly taking on a dual role — not only of selling, but also in gathering intelligence from the marketplace. Presents three case histories of different companies, showing how they use the knowledge of their salespeople in product development, sales forecasting and other planning areas. Suggests that much information can be accrued from the salesforce of a company, which, if made good use of, could lead to better market planning.