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Journal of Personal Selling & Sales Management Volume 7, 1987 - Issue 2: Special Issue: Implications and Applications for the Practicing Professional
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Original Articles

Effective Major Account Sales Management

Jerome A. Colletti Jerome A. Colletti is President of The Alexander Group, Inc., a sales management consulting firm headquartered in New York City. He works with clients on issues of channel strategy, sales organization design, dealer management, major account selling programs, and PC applications in territory planning and quota setting. Mr. Colletti is a nationally recognized expert in sales compensation. He has designed over 200 sales compensation plans foi sales forces ranging in size from a dozen to over 11,000 employees. He is a frequent speaker for the American Marketing Association, Columbia University Executive Program, and The Conference Board. Mr. Colletti received his MBA from the University of Wisconsin-Madison.
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Gary S. Tubridy Gary S. Tubridy is a Vice President of The Alexander Group, Inc. He specializes in sales force management and compensation. His work with clients has involved diagnosing symptoms of sales problems and formulating solutions to increase sales effectiveness and productivity. Mr. Tubridy is a regular speaker for American Management Association, National Account Marketing Association, and Sales Executive Club of New York. He received his MBA from Columbia University.
Pages 1-10 | Published online: 24 Oct 2013

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MonicaL. Perry & AlanT. Shao. (2003) Internet Marketing Communications in the Selling Process. Journal of Promotion Management 9:1-2, pages 17-29.
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Sanjit Sengupta, Robert E. Krapfel & Michael A. Pusateri. (2000) An Empirical Investigation of Key Account Salesperson Effectiveness. Journal of Personal Selling & Sales Management 20:4, pages 253-261.
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Monica L. Perry, Craig L. Pearce & Henry P. Sims$suffix/text()$suffix/text(). (1999) Empowered Selling Teams: How Shared Leadership Can Contribute to Selling Team Outcomes. Journal of Personal Selling & Sales Management 19:3, pages 35-51.
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Dan C. Weilbaker & William A. Weeks. (1997) The Evolution of National Account Management: A Literature Perspective. Journal of Personal Selling & Sales Management 17:4, pages 49-59.
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Mark A. Moon & Gary M. Armstrong. (1994) Selling Teams: A Conceptual Framework and Research Agenda. Journal of Personal Selling & Sales Management 14:1, pages 17-30.
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Thomas R. Wotruba & Stephen B. Castleberry. (1993) Job Analysis and Hiring Practices for National Account Marketing Positions. Journal of Personal Selling & Sales Management 13:3, pages 49-65.
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Frank V. Cespedes. (1992) Sales Coordination: An Exploratory Study. Journal of Personal Selling & Sales Management 12:3, pages 13-29.
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Thomas R. Wotruba. (1991) The Evolution of Personal Selling. Journal of Personal Selling & Sales Management 11:3, pages 1-12.
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