Journal of Personal Selling & Sales Management, Volume 3, Issue 1 (1983)

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Journal of Personal Selling & Sales Management, Volume 3, Issue 1 (1983)

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Original Articles

Article
From the Editor
Page: iii
Published online: 24 Oct 2013
CitationforFrom the Editor | PDF (129.5 KB)
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Article
Evaluation of Salesforce Contest Performance
Thomas R. Wotruba & Donald J. Schoel
Pages: 1-10
Published online: 24 Oct 2013
AbstractforEvaluation of Salesforce Contest Performance | References | PDF (947 KB)
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Article
Sales Managers' Goal Commitment Correlates
Richard L. Oliver & Arthur P. Brief
Pages: 11-17
Published online: 24 Oct 2013
AbstractforSales Managers' Goal Commitment Correlates | References | PDF (728.8 KB)
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Article
Important First-line Sales Management Qualifications: What Sales Executives Think
Alan T. Dubinsky & Thomas N. Ingram
Pages: 18-25
Published online: 24 Oct 2013
AbstractforImportant First-line Sales Management Qualifications: What Sales Executives Think | References | PDF (755.1 KB)
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Article
A Method for Determining the Causes of Salesperson Turnover
Nicholas C. Williamson
Pages: 26-35
Published online: 24 Oct 2013
AbstractforA Method for Determining the Causes of Salesperson Turnover | References | PDF (845.5 KB)
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Article
The Dimensionality of the Industrial Sales Job Characteristics
Richard C. Becherer, Fred W. Morgan & John P. McDonald
Pages: 36-40
Published online: 24 Oct 2013
AbstractforThe Dimensionality of the Industrial Sales Job Characteristics | References | PDF (576.2 KB)
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Article
Measuring the Importance of Ethical Situations As a Source of Role Conflict: A Survey of Salespeople, Sales Managers, and Sales Support Personnel
Lawrence B. Chonko & John J. Burnett
Pages: 41-47
Published online: 24 Oct 2013
AbstractforMeasuring the Importance of Ethical Situations As a Source of Role Conflict: A Survey of Salespeople, Sales Managers, and Sales Support Personnel | References | PDF (612.7 KB)
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Article
A Comment on “Can Our Salesforce Managers Learn from Guerrilla Tactics?”
Ben M. Enis
Pages: 48-50
Published online: 24 Oct 2013
First Page PreviewforA Comment on “Can Our Salesforce Managers Learn from Guerrilla Tactics?” | References | PDF (294.3 KB)
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Article
A Reply
Warren A. French & Clyde E. Harris Jr.
Page: 50
Published online: 24 Oct 2013
CitationforA Reply | PDF (91.3 KB)
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Article
Leaders in Sales and Sales Management
Mary Kay Ash
Pages: 51-53
Published online: 24 Oct 2013
First Page PreviewforLeaders in Sales and Sales Management | PDF (247.7 KB)
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Abstracts

Abstract
Personal Selling & Sales Management Abstracts
Alan J. Dubinsky (Editor)
Pages: 54-60
Published online: 24 Oct 2013
First Page PreviewforPersonal Selling & Sales Management Abstracts | PDF (728.1 KB)
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Book Reviews

Book Review
Book Reviews
Lynn J. Loudenback, R. Kenneth Teas & Donald R. Self
Pages: 61-62
Published online: 24 Oct 2013
CitationforBook Reviews | PDF (180.5 KB)
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