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The authors examine how the practice of personal selling and sales management is changing as a result of the increased attention on long-term, buyer-seller rela Download PDF PDF download for Personal Selling and Sales Management: A Relationship Marketing Perspective, Article information
Call for Papers: Special Issue. Journal of Personal Selling and Sales Management. FOSTERING INTERNATIONAL COLLABORATION IN SALES RESEARCH. Guest Co-Editors. Dr. Andrea Dixon, Baylor University (USA), Dr. Joel LeBon, University of Houston (USA),. Dr. Jan Wieseke, Ruhr University of Bochum (Germany).
Journal of Personal Selling and Sales Management.
168 Journal of Personal Selling & Sales Management. LITERATURE REVIEW. Reflecting growing interest in the interaction between tech- nology and sales force performance, several studies of SFA, both theoretical and empirical, recently have emerged (Table. 1). Whereas some attempts to explain SFA adoption gener-.
Published online: 26 Sep 2014. Views: 2281. Article. A Review of Social Media and Implications for the Sales Process. Andzulis et al. Published online: 23 Sep 2013. Views: 2172. Article. Salespeople as knowledge brokers: a review and critique of the challenger sales model. Rapp et al. Published online: 22 Sep 2014.
of some that sales is not integral to marketing may have con- tributed to this situation. Although there is a rich tradition of research in selling and sales management and vigorous ongo- ing research efforts, as evidenced by the discourse published in and fostered by the Journal of Personal Selling & Sales Man- agement
Full-Text Paper (PDF) | 10.2307/23483316 | Journal of Personal Selling and Sales Management | The term "affect" is generally used to refer to a set of "internal feeling states," and includes mood and emotion. This paper provides an assessment of the current state of knowledge on affect and other
Reproduced with permission of the copyright owner. Further reproduction prohibited without permission. Personal selling and sales management: A relationship marketing perspective. Barton A Weitz; Kevin D Bradford. Academy of Marketing Science. Journal; Spring 1999; 27, 2; ABI/INFORM Global pg. 241
Registered in England & Wales No. 3099067 5 Howick Place | London | SW1P 1WG. Taylor and Francis Group. Accept. This website uses cookies to ensure you get the best experience on our website. Taylor & Francis Online; Top. Journal of Personal Selling & Sales Management. Submit an article Journal homepage.
F O U N D A T I O N. THE. PNATIONAL EDUCATIONALN. I. Personal Selling. & Sales. Management. Journal of. Jou a of. This Journal of Personal Selling and Sales Management article reprint is made available to members of the Sales Management Association by special arrangement with JPSSM and the Pi Sigma Epsilon
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