Journal of Personal Selling & Sales Management, Volume 7, Issue 2 (1987)

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Journal of Personal Selling & Sales Management, Volume 7, Issue 2 (1987)

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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 (194.1 KB)
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Article
Effective Major Account Sales Management
Jerome A. Colletti & Gary S. Tubridy
Pages: 1-10
Published online: 24 Oct 2013
AbstractforEffective Major Account Sales Management | References | PDF (736.2 KB)
  • 91 Views
  • 8 CrossRef citations
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Article
Sales Force Automation—Here and Now
Al Wedell & Dale Hempeck
Pages: 11-16
Published online: 24 Oct 2013
AbstractforSales Force Automation—Here and Now | References | PDF (515.4 KB)
  • 58 Views
  • 5 CrossRef citations
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Article
Implementing New Business-to-Business Selling Methods
Richard N. Cardozo, Shannon H. Shipp & Kenneth J. Roering
Pages: 17-26
Published online: 24 Oct 2013
AbstractforImplementing New Business-to-Business Selling Methods | References | PDF (978.5 KB)
  • 83 Views
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Article
Determining the Value of an Industrial Prospect: A Prospect Preference Index Model
Donald L. Brady
Pages: 27-32
Published online: 24 Oct 2013
AbstractforDetermining the Value of an Industrial Prospect: A Prospect Preference Index Model | References | PDF (498.6 KB)
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Article
Maybe it's Time to Take Another Look at Tests as a Sales Selection Tool?
Richard Nelson
Pages: 33-38
Published online: 24 Oct 2013
AbstractforMaybe it's Time to Take Another Look at Tests as a Sales Selection Tool? | References | PDF (519.5 KB)
  • 8 Views
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Article
Cognitive Selling Scripts and Sales Training
Thomas W. Leigh
Pages: 39-48
Published online: 24 Oct 2013
AbstractforCognitive Selling Scripts and Sales Training | References | PDF (946.1 KB)
  • 82 Views
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Article
The Use of an “Expert” to Train Salespeople
Arlyn R. Rubash, Rawlie R. Sullivan & Paul H. Herzog
Pages: 49-55
Published online: 24 Oct 2013
AbstractforThe Use of an “Expert” to Train Salespeople | References | PDF (666.3 KB)
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Article
Sales Management Performance Evaluation: A Residual Income Perspective
William L. Cron & Michael Levy
Pages: 57-66
Published online: 24 Oct 2013
AbstractforSales Management Performance Evaluation: A Residual Income Perspective | References | PDF (887.9 KB)
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