Personal Selling & Sales Management Abstracts

Evans, Kenneth R.
March 1991
Journal of Personal Selling & Sales Management;Spring91, Vol. 11 Issue 2, p69
Academic Journal
The article discusses the abstracts of articles about selling and sales management. Some of the abstracts includes 'Salesperson and Product Country-of-Original Effects on Attitudes and Intentions to Purchase,' by Lynn W. McGee and Rosann L. Spiro; 'Buying Quality,' by Ernest Raia; 'Social Perception in Negotiation,' by Leigh Thompson and Reid Hastie; 'Sales Strategy,' by David W. Cravens, Raymond W. LaForge and Thomas N. Ingram. Knowing the roles and rule of business dining can help the salesperson secure a major deal. Although business dining can create an environment more conducive to relationship building, the potential pitfalls of business dining can also lead to lost sales. Scarce resource competition is one type of social conflict in negotiation processes. The authors investigate negotiators' perceptions of the other person's interests, measured by Fixed-Sum Error and incompatibility, and the relationship between those perceptions and outcomes. Advances in telecommunications technology are revolutionizing the way that the telephone is being used in business marketing. This special report contains several short articles that discuss important trends in the use of telecommunications technology by business marketers, the use of 900 numbers, interactive phone games, the use of interactive fax technology to qualify leads, proposed legislation that might restrict tele-media programs, and the use of voice processing systems to handle customer inquiries.


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