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Journal of Personal Selling & Sales Management Volume 16, 1996 - Issue 1
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Original Articles

Marketing and Sales: Strategic Alignment and Functional Implementation

William M. StrahleWilliam M. Strahle is an Associate Professor and Marketing Internship Director in the College of Business at RiderUniversity in Lawrenceville, New Jersey. He received his Ph.D. from Indiana University. He serves on the Editorial Review Board of the Journal of Consumer Satisfaction, Dissatisfaction and Complaining Behavior. His research has been published in the Journal of Personal Selling and Sales Management, Journal of Business Forecasting, Journal of Consumer Policy, and others.
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Rosann L. SpiroRosann L. Spiro is a Professor of Marketing in the School of Business at Indiana University in Bloomington, Indiana. She received her Ph.D. from the University of Georgia. Her articles have appeared in the Journal of Marketing Research, Journal of Consumer Research, Decision Sciences, Journal of Business, Journal of Personal Selling and Sales Management, Business Horizons, and others. She is also the co-author of Management of a Sales Force, 9th edition, published by Richard D. Irwin Co. Recently she served as Chairperson of the Board of the American Marketing Association.
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Frank AcitoFrank Acito is a Professor of Marketing and Chairperson of the Marketing Department in the School of Business at Indiana University, Bloomington, Indiana. He received his MBA and Ph.D. from the State University of New York at Buffalo. His articles have appeared in the Journal of Marketing Research, Journal of Consumer Research, Decision Sciences, Multivariate Behavioral Research, Business Horizons, and the Academy of Management Journal. He also served as vice-president, marketing services at Walker Research and Analysis in Indianapolis, Indiana.
Pages 1-20 | Published online: 24 Oct 2013

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Simona Stan, Todd J. Arnold, Gregory McAmis & Kenneth R. Evans. (2021) Salesperson socialization to the consumption of organizationally provided support services: differences between high- and low-performing salespeople. Journal of Marketing Theory and Practice 29:3, pages 271-288.
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William C. Moncrief. (2017) Are sales as we know it dying … or merely transforming?. Journal of Personal Selling & Sales Management 37:4, pages 271-279.
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Robert E. Carter, Conor M. Henderson, Inigo Arroniz & Robert W. Palmatier. (2014) Effect of salespeople's acquisition–retention trade-off on performance. Journal of Personal Selling & Sales Management 34:2, pages 91-111.
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Kenneth Le Meunier-FitzHugh & Nikala Lane. (2009) Collaboration between sales and marketing, market orientation and business performance in business-to-business organisations. Journal of Strategic Marketing 17:3-4, pages 291-306.
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Avinash Malshe. (2009) Strategic sales organizations: transformation challenges and facilitators within the sales–marketing interface. Journal of Strategic Marketing 17:3-4, pages 271-289.
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James Cross, Steven W. Hartley, William Rudelius & Michael J. Vassey. (2001) Sales Force Activities and Marketing Strategies in Industrial Firms: Relationships and Implications. Journal of Personal Selling & Sales Management 21:3, pages 199-206.
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Belinda Dewsnap & David Jobber. (2000) The Sales-Marketing Interface in Consumer Packaged-Goods Companies: A Conceptual Framework. Journal of Personal Selling & Sales Management 20:2, pages 109-119.
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Jerome A. Colletti & Lawrence B. Chonko. (1997) Change Management Initiatives: Moving Sales Organizations from Obsolescence to High Performance. Journal of Personal Selling & Sales Management 17:2, pages 1-30.
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