TITLE

Personal Selling & Sales Management Abstracts

AUTHOR(S)
Sohi, Ravi
PUB. DATE
June 1999
SOURCE
Journal of Personal Selling & Sales Management;Summer99, Vol. 19 Issue 3, p85
SOURCE TYPE
Academic Journal
DOC. TYPE
Abstract
ABSTRACT
The article presents several abstracts on personal selling and sales management literature. One of the articles " Using Buyer's Information Processing to Formulate Selling Strategies," published in the journal "Industrial Marketing Management," takes an information processing approach to understanding the buyer in a buyer-seller interaction. The authors suggest that it is important for the salesperson to understand the method the buyer is using to process information, either piecemeal or category based, and the nature of the buyer's underlying schema concerning the seller's product, company or the salesperson themselves. It is contended that this information is important input in the development of selling strategy. In another article "The Role of Purchasing in the Agile Enterprise," published in the "International Journal of Purchasing and Materials Management," the authors use a Delphi technique to investigate and identify buying behaviors that optimize a firm's relationship with key suppliers.
ACCESSION #
2352146

 

Related Articles

  • Customers' Decision-Making Styles and their Preference for Sales Strategies: Conceptual Examination and an Empirical Study. Sharma, Arun; Pillai, Rajnandini // Journal of Personal Selling & Sales Management;Winter96, Vol. 16 Issue 1, p21 

    The primary purpose of this paper is to examine business customers' decision-making styles and the impact these styles have on the selection of a sales strategy for the selling firm. The paper reports the results of a survey of 109 customers of a high-technology firm. We first determine the...

  • Accelerating sales performance for Visa by closing the communications gaps. Ashworth, Alexander // Journal of Financial Services Marketing;Jun2005, Vol. 9 Issue 4, p318 

    This paper discusses a unique approach to the acceleration of sales using two distinct yet related techniques. The first is to close communications gaps between marketing, sales and customers by implementing active two-way communications. The second is to achieve a change in management approach...

  • Comments on "Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980-1990" Chonko, Lawrence B. // Journal of Personal Selling & Sales Management;Winter91, Vol. 11 Issue 1, p15 

    The immediate past editor of the Journal of Personal Selling and Sales Management comments on the paper "Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980-1990." Several implications are derived pertaining to the body of knowledge on sales...

  • INTRODUCTION. MILLER, WILLIAM "SKIP" // More ProActive Sales Management: Avoid the Mistakes Even Great S;2009, preceding p1 

    The article discusses the mistakes and wrong actions that sales managers make. Wrong decisions have an adverse effect on the revenue as well as on the expenses of the company, according to the author. Sales management decisions take place in several distinct areas including internal team...

  • A Well-Oiled Sales Machine. Enman, Carol // SDM: Security Distributing & Marketing;Jul2013, Vol. 43 Issue 7, p42 

    The article presents the author's comments on sales management. According to the author, sales personnel have lot of pressure besides saving their respective jobs, such as the economy, how competitive the products are, and how well they are priced. The author criticizes those companies which...

  • How to sell your way out of selling. Browning, Guy // People Management;5/29/2003, Vol. 9 Issue 11, p98 

    Offers tips on selling. Considerations in negotiating price with customers; Suggestions on building rapport with customers; Points that should be emphasized to a probable customer.

  • Sales Culture and Customer Service: Perfect Together! Cohen, Todd // Home Business Magazine: The Home-Based Entrepreneur's Magazine;Mar/Apr2016, Vol. 23 Issue 2, p34 

    The article discusses the relation of sales culture and customer service in business management. It mentions that great customer service is a big reason for repeat purchases and increased sales. It notes that a great sales culture builds a better company, better products and creates more...

  • The Management of Tomorrow. Fulmer, Robert M. // Business Horizons;Aug72, Vol. 15 Issue 4, p5 

    The astute executive is acutely interested in any study about the future. After all, he plans to spend the remainder of his career--and life--there. He should have particular interest in predictions pertaining to the future of his chosen profession. In addition to his own management problems, he...

  • Global Selling and Sales Management--Cross Cultural Issues--National Character  // Journal of Personal Selling & Sales Management;Winter2001, Vol. 21 Issue 1, p78 

    The article presents abstracts related to global selling and sales management. "The Determinants of Trust in Supplier-Automaker Relationships in the U.S., Japan, and Korea" and "Cultural Influences on Adaptation to Fluid Workgroups and Teams."

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics