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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

Sales Force Automation—Here and Now

Al Wedell Al Wedell, Associate Professor of Marketing at Colorado State University, received his Ph.D. from the University of North Dakota in 1972. With 12 years of experience in private business, Dr. Wedell taught in the Computer Science and Management departments at Colorado State before coming to the Marketing department in 1984. His research focuses on computer applications in sales and utilizing those applications for classroom instruction.
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Dale Hempeck Dale Hempeck is a recent masters graduate from the College of Business at Colorado State University. His interests are in high-tech sales and marketing, and he recently completed his Thesis study on “Sales Force Automation: Benefits for Sales Management.”
Pages 11-16 | Published online: 24 Oct 2013

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Raj Agnihotri, Nawar N. Chaker, Riley Dugan, John M. Galvan & Edward Nowlin. (2023) Sales technology research: a review and future research agenda. Journal of Personal Selling & Sales Management 43:4, pages 307-335.
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Hideaki Kitanaka, Piotr Kwiatek & Nikolaos G. Panagopoulos. (2021) Introducing a new, machine learning process, and online tools for conducting sales literature reviews: An application to the forty years of JPSSM. Journal of Personal Selling & Sales Management 41:4, pages 351-368.
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Deva Rangarajan, Riley Dugan, Maria Rouziou & Mike Kunkle. (2020) People, Process, and Performance: Setting an agenda for sales enablement research. Journal of Personal Selling & Sales Management 40:3, pages 213-220.
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Jeong Eun Park, Sungho Lee & RobertM. Morgan. (2011) A negative side of outsourcing marketing functions and market-based learning process. Journal of Strategic Marketing 19:5, pages 471-486.
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Michael J. Swenson & Adilson Parrella. (1992) Cellular Telephones and the National Sales Force. Journal of Personal Selling & Sales Management 12:4, pages 67-74.
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