Journal of Personal Selling & Sales Management 1987 - Abstracts

Journal of Personal Selling & Sales Management 1987
Cognitive selling scripts and sales training.Retail industryLeigh, Thomas W.
Determining the value of an industrial prospect: a prospect preference index model.Retail industryBrady, Donald L.
Disconfirmation of expectations: A method for enhancing the effectiveness of customer communications.Retail industrySmith, Michael F., Hunt, James M.
Effective major account sales management.Retail industryColletti, Jerome A., Tubridy, Gary S.
Implementing new business-to-business selling methods.Retail industryCardozo, Richard N., Shipp, Shannon H., Roering, Kenneth J.
Insider-Outsider sales management succession.Retail industryPecotich, Anthony, Crockett, J.F.
Managing sales performance through a comprehensive performance appraisal system.Retail industryGable, Myron, Muczyk, Jan P.
Maybe it's time to take another look at tests as a sales selection tool?Retail industryNelson, Richard
Sales force automation: here and now.Retail industryWedell, Al, Hempeck, Dale
Sales management performance evaluation: a residual income perspective.Retail industryCron, William L., Levy, Michael
The current status of women in professional selling.Retail industryGable, Myron, Reed, B.J.
The impact of incentive compensation on the salesperson's work habits: an economic model.Retail industryDarmon, Rene Y.
The use of an "Expert" to train salespeople.Retail industryRubash, Arlyn R., Sullivan Rawlie R., Herzog, Paul H.
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