TITLE

Personal Selling & Sales Management Abstracts

AUTHOR(S)
Dubinsky, Alan J.
PUB. DATE
November 1982
SOURCE
Journal of Personal Selling & Sales Management;Nov82, Vol. 2 Issue 2, p49
SOURCE TYPE
Academic Journal
DOC. TYPE
Abstract
ABSTRACT
The article focuses on abstracts of articles related to personal selling and sales management. Abstracts are classified according to their appropriate topic areas. The surname at the conclusion of each abstract identifies the staff member who prepared the summary. The topic areas used to categorize abstracts are: budgeting and expenses, buyer behavior, compensation forecasting, general sales management and others. In the article "Centralized and Decentralized Buying Influences," by Joseph A. Bellizzi and Joseph J. Belonax, data obtained in a regional survey of construction firms were examined to determine if buying behavior was influenced by geographic and/or communication separation. In the article "Major Sales: Who Really Does the Buying?" by Thomas V. Bonoma, describes a procedure for assessing buying decisions and suggests to sellers how to apply the framework to specific situations. The article "How to Reach Buyers in Their Psychological Comfort Zones," by Hugh J. Ingrasci, postulates that knowledge of human behavior patterns is paramount to sales success.
ACCESSION #
6349062

 

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