Journal of Personal Selling & Sales Management, Volume 6, Issue 2 (1986)

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Journal of Personal Selling & Sales Management, Volume 6, Issue 2 (1986)

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Special Issue: Implications and Applications for the Practicing Professional

Original Articles

Article
FROM the EDITOR
Tom Wotruba
Page: iv
Published online: 24 Oct 2013
CitationforFROM the EDITOR | PDF (107.5 KB)
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Article
Strategy for Systems Sellers: A Grid Approach
Dan T. Dunn Jr. & Claude A. Thomas
Pages: 1-10
Published online: 24 Oct 2013
AbstractforStrategy for Systems Sellers: A Grid Approach | References | PDF (935.9 KB)
  • 19 Views
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Article
Linking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies
William Strahle & Rosann L. Spiro
Pages: 11-18
Published online: 24 Oct 2013
AbstractforLinking Market Share Strategies to Salesforce Objectives, Activities, and Compensation Policies | References | PDF (657.6 KB)
  • 26 Views
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Article
Using Contingency Analysis to Select Selling Effort Allocation Methods
Raymond W. LaForge, David W. Cravens & Clifford E. Young
Pages: 19-28
Published online: 24 Oct 2013
AbstractforUsing Contingency Analysis to Select Selling Effort Allocation Methods | References | PDF (810.4 KB)
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Article
The Selling of Services: A Comprehensive Model
William R. George, J. Patrick Kelly & Claudia E. Marshall
Pages: 29-37
Published online: 24 Oct 2013
AbstractforThe Selling of Services: A Comprehensive Model | References | PDF (1 MB)
  • 28 Views
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Article
Prospecting by Telephone Prenotification: An Application of the Foot-In-The-Door Technique
Marvin A. Jolson
Pages: 39-42
Published online: 24 Oct 2013
AbstractforProspecting by Telephone Prenotification: An Application of the Foot-In-The-Door Technique | References | PDF (353.4 KB)
  • 20 Views
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Article
Developing Telemarketing Support Systems
William C. Moncrief, Charles W. Lamb Jr. & Terry Dielman
Pages: 43-49
Published online: 24 Oct 2013
AbstractforDeveloping Telemarketing Support Systems | References | PDF (637.9 KB)
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Article
Sales Training and Impression Management
Ronald H. King & Martha B. Booze
Pages: 51-60
Published online: 24 Oct 2013
AbstractforSales Training and Impression Management | References | PDF (736.5 KB)
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Article
Organizational Behavior Modification: A General Motivational Tool for Sales Management
Robert A. Scott, John E. Swan, M. Elizabeth Wilson & Jenny J. Roberts
Pages: 61-70
Published online: 24 Oct 2013
AbstractforOrganizational Behavior Modification: A General Motivational Tool for Sales Management | References | PDF (918.1 KB)
  • 19 Views
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Article
Sales Performance: Fact or Fiction?
Dick Berry
Pages: 71-79
Published online: 24 Oct 2013
AbstractforSales Performance: Fact or Fiction? | References | PDF (761.5 KB)
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Article
Ethics and Personal Selling: Death of a Salesman as an Ethical Primer
Clarke L. Caywood & Gene R. Laczniak
Pages: 81-88
Published online: 24 Oct 2013
AbstractforEthics and Personal Selling: Death of a Salesman as an Ethical Primer | References | PDF (781 KB)
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