Journal of Personal Selling & Sales Management, Volume 28, Issue 2 (2008)

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Journal of Personal Selling & Sales Management, Volume 28, Issue 2 (2008)

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Original Articles

Article
Introduction: Special Issue on Enhancing Sales Force Productivity
Murali K. Mantrala, Sönke Albers, Srinath Gopalakrishna & Kissan Joseph
Pages: 109-113
Published online: 23 Sep 2013
First Page PreviewforIntroduction: Special Issue on Enhancing Sales Force Productivity | References | PDF (84.5 KB)
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Article
Sales Force Effectiveness: A Framework for Researchers and Practitioners
Andris A. Zoltners, Prabhakant Sinha & Sally E. Lorimer
Pages: 115-131
Published online: 23 Sep 2013
AbstractforSales Force Effectiveness: A Framework for Researchers and Practitioners | References | PDF (2.9 MB)
  • 1370 Views
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Article
The Antecedents of Double Compensation in Concurrent Channel Systems in Business-To-Business Markets
Alberto Sa Vinhas & Erin Anderson
Pages: 133-144
Published online: 23 Sep 2013
AbstractforThe Antecedents of Double Compensation in Concurrent Channel Systems in Business-To-Business Markets | References | PDF (140.5 KB)
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Article
Prioritizing Sales Force Decision Areas for Productivity Improvements using a Core Sales Response Function
Bernd Skiera & Sönke Albers
Pages: 145-154
Published online: 23 Sep 2013
AbstractforPrioritizing Sales Force Decision Areas for Productivity Improvements using a Core Sales Response Function | References | PDF (299.9 KB)
  • 100 Views
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Article
A Research Agenda for Value Stream Mapping the Sales Process
Clifford S. Barber & Brian C. Tietje
Pages: 155-165
Published online: 23 Sep 2013
AbstractforA Research Agenda for Value Stream Mapping the Sales Process | References | PDF (792 KB)
  • 633 Views
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Article
Effects of Sales Force Automation use on Sales Force Activities and Customer Relationship Management Processes
Jean-Michel Moutot & Ganaël Bascoul
Pages: 167-184
Published online: 23 Sep 2013
AbstractforEffects of Sales Force Automation use on Sales Force Activities and Customer Relationship Management Processes | References | PDF (651.5 KB)
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Article
Personal Selling and Sales Management Abstracts
Dawn R. Deeter-Schmelz
Pages: 185-195
Published online: 23 Sep 2013
First Page PreviewforPersonal Selling and Sales Management Abstracts | PDF (145.2 KB)
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Miscellany

Call for Papers 24th Annual National Conference in Sales Management
Pages: 196-197
Published online: 23 Sep 2013
CitationforCall for Papers 24th Annual National Conference in Sales Management | PDF (62.7 KB)
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