Personal Selling & Sales Management Abstracts

January 2002
Journal of Personal Selling & Sales Management;Winter2002, Vol. 22 Issue 1, p55
Academic Journal
The article presents information on abstracts related to personal selling and sales management literature. Abstracts are classified according to their appropriate topic areas. In "Buyer-Seller Relationships-Purchasing-Supplier Issues," the author discusses a conceptual framework for understanding how Extranets, that is, digital linkages that facilitate easier communication and collaboration affect the supply chain. In "Evaluation and Control," it is explained that managers often use sales quotas for motivating the sales force. Failure to provide an equal treatment to all the parties involved may result in sales force job dissatisfaction, low morale, and even turnover. In "Personal Traits/Characteristics," the authors explore the construct of salesperson cooperation. Two main theses are proposed, relational, task, organizational, and personal factors collectively constitute the primary determinants of salesperson cooperation, and each antecedent factor exerts significant influence on salesperson cooperation independently. In "Training," relationship between sales manager training satisfaction and five aspects of a training program--format, site, instructor, instructional method, and content of the program are discussed.


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