Personal Selling & Sales Management Abstracts

Ramsey, Rosemary
January 1998
Journal of Personal Selling & Sales Management;Winter98, Vol. 18 Issue 1, p69
Academic Journal
Presents abstracts of several articles on topics in personal selling and sales management. "Smart Selling," by Geoffrey Brewer, Michele Marchetti, Don Peppers and Martha Rogers; "Selling Alliances: Issues and Insights," by J. Brock Smith; "Ethical Differences Between Men and Women in the Sales Profession," by Leslie M. Dawson; "Supplier Development: Current Practices and Outcomes," by Daniel R. Krause.


Related Articles

  • Remote Clicking.  // Wearables;Jun2011, Vol. 15 Issue 5, p39 

    The article presents suggestions for managing sales associates that work remotely. Managers are advised to maintain a customer relationship management system for monitoring purposes. They are also advised to establish frequent lines of communication through frequent phone calls. The Internet is...

  • Got the Marketer's Blues? Clancy, Kevin; Krieg, Peter // CRM Magazine;Jul2008 Annual Buyer's Guide, Vol. 12, pBG26 

    The article provides several tips on how to make marketers more productive. Go to school on nontraditional media, marketers are encouraged to study their options and do some real-world experimentation, small scale tests that shows how a select media impacts specific measures. Love thy sales...

  • Don't ask me to do your work, do it yourself! Gitomer, Jeffrey // Enterprise/Salt Lake City;12/15/2008, Vol. 38 Issue 25, p8 

    The author reflects on the attitudes of sales professional toward their customers. He mentions that some salespeople update their databases through their customers by sending e-mails to respective customers and letting them fill-up their own forms, which is the sales professional's work. The...

  • 23. SALES MANAGEMENT. Sevin, Charles H.; Hand, Richard // Journal of Marketing;Apr1955, Vol. 19 Issue 4, p371 

    Several abstracts related to sales management are presented. They include "Containers and packaging industry report," "How to set up sales territories," and "Shaping company structure to its needs."

  • Hard questions that have one common answer: More sales. Gitomer, Jeffrey // Business Journal Serving Fresno & the Central San Joaquin Valley;9/10/2004, Issue 323294, p9 

    Replies to questions on selling. Best-of-kind features of products; Relationship with customers and sales prospects; Creation of networks; Relationship of management with customers.

  • How to Get a Meeting with Anyone. Heinecke, Stu // How to Get a Meeting with Anyone;1/26/2017, p1 

    How to Get a Meeting with Anyone focuses on contact marketing, a sales strategy based on targeting select executives with customized value propositions. Author and Wall Street Journal cartoonist Stu Heinecke has found significant success with contact marketing campaigns featuring his cartoons....

  • Personal Selling & Sales Management Abstracts. Sohi, Ravi // Journal of Personal Selling & Sales Management;Summer2000, Vol. 20 Issue 3, p193 

    Presents several abstracts of sales-related articles published in the year 2000 issue of the "Journal of Personal Selling & Sales Management." "Fast Approximation Methods for Sales Force Deployment," by Andreas Drexl and Knut Haase; "Adaptive Behavior in Buyer-Supplier Relationships," by Ross,...

  • Entertain, create the value and they will buy! Gitomer, Jeffrey // Inside Tucson Business;9/18/2006, Vol. 16 Issue 14, p20 

    The article relates on the author's techniques regarding selling. He said that during a sale conversation both the customer and the seller were qualifying each other. There are several techniques of making a relax, open and confident client discussion which include arranging a meeting with...

  • Utilizing CRM Systems in Sales Management Classes. Erffmeyer, Robert C.; Honeycutt, Earl D.; Loe, Terry; Tanner Jr., John F. // Society for Marketing Advances Proceedings;2008, p281 

    Companies with professional salespeople as their primary go-to-market channel have moved from sales force automation technology to fully-featured customer relationship management (CRM) software. But teaching CRM and sales management has many challenges. In this interactive session, we explore...


Read the Article


Sign out of this library

Other Topics