References
- Anderson, Rolph E. (1991), Professional Personal Selling. Englewood Cliffs, NJ: Prentice-Hall, Inc.
- Bettman, James R. and Mita Sujan (1987), “Effects of Framing on Evaluation of Comparable and Noncomparable Alternatives,” Journal of Consumer Research, 14 (September), 141–154.
- Comer, James M. (1991), Sales Management. Boston: Allyn and Bacon.
- Dunn, Dan T., Jr., John H. Friar, and Claude A. Thomas (1991), “An Approach to Selling High-Tech Solutions,” Industrial Marketing Management, 20 (May), 149–159.
- Dunn, Dan T., Jr., John H. Friar and Claude A. Thomas (1986), “Strategy for Systems Sellers: A Grid Approach,” Journal of Personal Selling & Sales Management, 6 (August), 1–10.
- Engel, James F., Roger D. Blackwell, and Paul W. Miniard (1986), Consumer Behavior, 5th ed. Chicago: The Dryden Press.
- Haas, Robert W. and Thomas R. Wotruba (1990), “The Project Approach to Teaching the Capstone Marketing Course,” Journal of Marketing Education (Summer), 27–39.
- Hanan, Mack (1985), “Consultative Selling: Get to Know Your Customers’ Problems,” Management Review, 75 (April), 25–31.
- Howard, John A. and Jagdish N. Sheth (1969), The Theory of Buyer Behavior. New York: John Wiley & Sons, Inc.
- Puto, Christopher P. (1987), “The Framing of Buying Decisions,” Journal of Consumer Research, 14 (December), 301–315.
- Spiro, Rosann L. and Barton A. Weitz (1990), “Adaptive Selling: Conceptualization, Measurement, and Nomological Validity,” Journal of Marketing Research, 27 (February), 61–69.
- Sujan, Harish, Mita Sujan, and James R. Bettman (1988), “Knowledge Structure Differences Between More Effective and Less Effective Salespeople,” Journal of Marketing Research, 25 (February), 81–86.
- Sujan, Harish, Mita Sujan, Barton A. Weitz, and Mita Sujan (1988), “Increasing Sales Productivity by Getting Salespeople to Work Smarter,” Journal of Personal Selling & Sales Management, 8 (August), 9–19.
- Training (1988), “Consultative Selling,” 25 (May), 79–82.
- Tyler, Thomas T. (1990), “Employer Participation Through Consultative Team Selling: A Case Study,” Journal of Business and Industrial Marketing, 5 (Summer/Fall), 37–41.
- Weitz, Barton A. (1981), “Effectiveness in Sales Interactions: A Contingency Framework,” Journal of Marketing, 45 (Winter), 85–103.
- Weitz, Barton A., Harish Sujan, and Mita Sujan (1986), “Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness,” Journal of Marketing, 50 (October), 174–191
- Wotruba, Thomas R. and Edwin K. Simpson (1989), Sales Management: Text and Cases. Boston: PWS-Kent Publishing Company.