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Journal of Personal Selling & Sales Management Volume 7, 1987 - Issue 1
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Original Articles

Insider/Outsider Sales Management Succession

Anthony Pecotich Dr. Anthony Pecotich is Senior Lecturer in marketing at the University of Western Australia. He received a Ph.D. from the University of Wisconsin-Madison.
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J. F. Crockett Mr. J. F. Crockett is a consultant with PA Management Consultants. He has an MBA from the Western Australian Institute of Technology.
Pages 1-8 | Published online: 24 Oct 2013

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Russell K. Lemken & William J. Rowe. (2020) Confronting the customer-engagement paradox in sales leader succession. Journal of Marketing Theory and Practice 28:3, pages 286-300.
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AlanJ. Dubinsky, RolphE. Anderson & Rajiv Mehta. (1999) Selection, Training, and Performance Evaluation of Sales Managers: An Empirical Investigation. Journal of Business-to-Business Marketing 6:3, pages 37-69.
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Robert W Armstrong, Anthony Pecotich & Brad Mills. (1993) Does the Sales Manager Make a Difference? The Impact of Sales Management Succession Upon Departmental Performance. Journal of Personal Selling & Sales Management 13:4, pages 15-24.
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