TITLE

Personal Selling & Sales Management Abstracts

AUTHOR(S)
Dubinsky, Alan J.
PUB. DATE
May 1983
SOURCE
Journal of Personal Selling & Sales Management;May83, Vol. 3 Issue 1, p54
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article provides detailes of topics related to personal selling and sales management that were issued in different journals and trade publications. The purpose of this information dissemination is to help salespeople keep abreast of the current personal selling and sales management literature. Topics that fetch main concern are budgeting and expenses, buyer behavior, compensation, forecasting, general sales management, motivation and job satisfaction, quotas, recruiting and selection, sales and cost analysis, salesperson evaluation and performance, sales training, selling process, social responsibility and ethics, supervision, time and territory management and training. Under budgeting, the planning of sales meetings is discussed with an emphasis on low cost, high quality, availability of alternate sites such as conference centers, airport hotels etc. The study regarding compensation investigated the relationship between salespeople's level of pay, satisfaction with pay, and valence for more pay using structural equation models with unobserved variables.
ACCESSION #
6349531

 

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