Journal of Personal Selling & Sales Management, Volume 3, Issue 2 (1983)

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Journal of Personal Selling & Sales Management, Volume 3, Issue 2 (1983)

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Original Articles

Article
Rapport Building for Salespeople: A Neuro-Linguistic Approach
William G. Nickels, Robert F. Everett & Ronald Klein
Pages: 1-7
Published online: 24 Oct 2013
AbstractforRapport Building for Salespeople: A Neuro-Linguistic Approach | References | PDF (773.3 KB)
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Article
The Sales Manager As a Boundary Spanner: A Role Theory Analysis
Steven J. Lysonski & Eugene M. Johnson
Pages: 8-21
Published online: 24 Oct 2013
AbstractforThe Sales Manager As a Boundary Spanner: A Role Theory Analysis | References | PDF (1.2 MB)
  • 145 Views
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Article
Professional Growth Versus Personal Growth of Salespeople: A General Systems Model
John Hafer & M. Joseph Sirgy
Pages: 22-30
Published online: 24 Oct 2013
AbstractforProfessional Growth Versus Personal Growth of Salespeople: A General Systems Model | References | PDF (873 KB)
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Article
A Multidimensional Analysis of Preferences for Sales Positions
Alan J. Dubinsky & P. J. O'Connor
Pages: 31-41
Published online: 24 Oct 2013
AbstractforA Multidimensional Analysis of Preferences for Sales Positions | References | PDF (896.1 KB)
  • 34 Views
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Article
Evaluation of Selling Performance: A Study of Current Practices
Donald W. Jackson Jr., Janet E. Keith & John L. Schlacter
Pages: 42-51
Published online: 24 Oct 2013
AbstractforEvaluation of Selling Performance: A Study of Current Practices | References | PDF (1 MB)
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Article
Increasing Sales Productivity Through Improved Sales Call Allocation Strategies
Raymond W. LaForge, Clifford E. Young & B. Curtis Hamm
Pages: 52-59
Published online: 24 Oct 2013
AbstractforIncreasing Sales Productivity Through Improved Sales Call Allocation Strategies | References | PDF (771.8 KB)
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Article
Leaders in Sales and Sales Management
Michael D. Hutt & F. G. “Buck” Rodgers
Pages: 60-61
Published online: 24 Oct 2013
CitationforLeaders in Sales and Sales Management | References | PDF (179.5 KB)
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Abstracts

Abstract
Personal Selling & Sales Management Abstracts
Alan J. Dubinsky (Editor)
Pages: 62-71
Published online: 24 Oct 2013
First Page PreviewforPersonal Selling & Sales Management Abstracts | PDF (872.5 KB)
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Book Reviews

Book Review
Book Reviews
Donald R. Self, Lynn J. Loudenback, Donald R. Self & Steve Roberts
Pages: 72-73
Published online: 24 Oct 2013
CitationforBook Reviews | PDF (244.6 KB)
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Original Articles

Article
Index Volume I, II, and III (1980–1983)
Pages: 74-77
Published online: 24 Oct 2013
First Page PreviewforIndex Volume I, II, and III (1980–1983) | PDF (327.7 KB)
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