Journal of Personal Selling & Sales Management, Volume 7, Issue 1 (1987)

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Journal of Personal Selling & Sales Management, Volume 7, Issue 1 (1987)

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Original Articles

Article
FROM the EDITOR
Tom Wotruba
Page: iv
Published online: 24 Oct 2013
CitationforFROM the EDITOR | PDF (153.3 KB)
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Article
Insider/Outsider Sales Management Succession
Anthony Pecotich & J. F. Crockett
Pages: 1-8
Published online: 24 Oct 2013
AbstractforInsider/Outsider Sales Management Succession | References | PDF (726.7 KB)
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Article
Disconfirmation of Expectations: A Method for Enhancing the Effectiveness of Customer Communications
Michael F. Smith & James M. Hunt
Pages: 9-20
Published online: 24 Oct 2013
AbstractforDisconfirmation of Expectations: A Method for Enhancing the Effectiveness of Customer Communications | References | PDF (1.1 MB)
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Article
The Impact of Incentive Compensation on the Salesperson's Work Habits: An Economic Model
René Y. Darmon
Pages: 21-32
Published online: 24 Oct 2013
AbstractforThe Impact of Incentive Compensation on the Salesperson's Work Habits: An Economic Model | References | PDF (839.8 KB)
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Article
The Current Status of Women in Professional Selling
Myron Gable & B. J. Reed
Pages: 33-40
Published online: 24 Oct 2013
AbstractforThe Current Status of Women in Professional Selling | References | PDF (716.6 KB)
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Article
Managing Sales Performance Through a Comprehensive Performance Appraisal System
Jan P. Muczyk & Myron Gable
Pages: 41-52
Published online: 24 Oct 2013
AbstractforManaging Sales Performance Through a Comprehensive Performance Appraisal System | References | PDF (975.3 KB)
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Article
Leaders in Selling & Sales Management: The Sales Executives Club of New York
Joseph Chasin
Pages: 53-56
Published online: 24 Oct 2013
First Page PreviewforLeaders in Selling & Sales Management: The Sales Executives Club of New York | References | PDF (259.7 KB)
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Article
Selling & Sales Management in Action: Assessment Center Selection of Sales Representatives
C. Patrick Fleenor
Pages: 57-59
Published online: 24 Oct 2013
First Page PreviewforSelling & Sales Management in Action: Assessment Center Selection of Sales Representatives | References | PDF (285.7 KB)
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Abstracts

Abstract
Personal Selling & Sales Management Abstracts
Alan J. Dubinsky (Editor)
Pages: 61-70
Published online: 24 Oct 2013
First Page PreviewforPersonal Selling & Sales Management Abstracts | PDF (825.4 KB)
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Book Reviews

Book Review
Book Reviews
Donald W. Hendon, Danny Arnold, W. Glynn Mangold, John Hafer, Vaughan C. Judd & Donald W. Hendon
Pages: 71-76
Published online: 24 Oct 2013
First Page PreviewforBook Reviews | PDF (751.5 KB)
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Original Articles

Article
Microcomputer Applications: Artificial Intelligence in Sales Forecasting Applications
Robert H. Collins & Rebecca J. Mauritson
Pages: 77-80
Published online: 24 Oct 2013
First Page PreviewforMicrocomputer Applications: Artificial Intelligence in Sales Forecasting Applications | References | PDF (316.6 KB)
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Index

Index Volumes I to VI (1980 to 1986)
Pages: 81-91
Published online: 24 Oct 2013
First Page PreviewforIndex Volumes I to VI (1980 to 1986) | PDF (969.3 KB)
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