Personal Selling & Sales Management Abstracts

September 1989
Journal of Personal Selling & Sales Management;Fall89, Vol. 9 Issue 3, p67
Academic Journal
The article presents details of several reports and studies in the field of personal selling and sales management. "Are You Getting Your Money's Worth?" by William Keenan provides a breakdown of travel and entertainment expenses. "Where I Take Customers in the Midwest," talks about great places to do business. "The Buyer-Seller Relationship in Total Quality Management," by D.M. Lascell and B.G. Dale focuses on quality enhancement program between the buyer and the supplier. "For More Profitable Sales, Look Beyond Volume," by Robert J. Freedman says that compensation plans make productivity a priority. Compensation plans and pointers that build profitable revenues and productive teamwork are presented. "An Empirical Investigation of Salespeople's Performance, Effort and Selling Method," focused on a sales contest undertaken by a Fortune 500 industrial sales organization. "To Specialize or Not to Specialize?" by Allan Margrath discusses the basic trade-oils between sales specialists or generalists in terms of cost, results, and flexibility.


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