TITLE

FROM THE EDITOR

AUTHOR(S)
Marshall, Greg W.
PUB. DATE
January 2003
SOURCE
Journal of Personal Selling & Sales Management;Winter2002-2003, Vol. 23 Issue 1, p5
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article discusses various topics published within the issue including four ideology-based segments of sales mangers, the role ethical considerations play in sales force selection, the link between personality and attractiveness of activities within sales jobs and presentation of a tactical-level approach to help identify customer-focused, competitor-focused and product-focused sales tactics and their differential effect on buyer responsiveness.
ACCESSION #
10085359

 

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