TITLE

Personal Selling & Sales Management Abstracts

AUTHOR(S)
Dubinsky, Alan J.
PUB. DATE
March 1981
SOURCE
Journal of Personal Selling & Sales Management;Spring/Summer81, Vol. 1 Issue 2, p65
SOURCE TYPE
Academic Journal
DOC. TYPE
Abstract
ABSTRACT
The article presents various abstracts related to personal selling and sales management. The abstracts are classified into topics like budgeting and expenses, buyer behavior, compensation, forecasting, general sales management, motivation and job satisfaction, recruiting and selection, sales and cost analysis, etc. The article "One Way to Beat the High Cost of Selling," by Warren Blanding, published in the December 8, 1980 issue of the journal Sales and Marketing Management, three ways of offsetting the cost of a sales call are discussed and provided as a basis for increasing the corporate investment in customer service departments. The article "Buyers Look for Candor and Commitments," published in the November 6, 1980 issue of the journal Purchasing, highlights the factors which are presently concerning buyers in their relationship with vendors. The factors are, inadequate distributor inventories, failure of distributors to communicate changes in stocking policy, poor service, and lack of technically qualified personnel.
ACCESSION #
6349858

 

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