Personal Selling & Sales Management Abstracts

Evans, Kenneth R.
June 1989
Journal of Personal Selling & Sales Management;Summer89, Vol. 9 Issue 2, p55
Academic Journal
This article presents information about the contemporary-sales related articles from several academic and trade publications. Abstracts are classified according to their appropriate topic areas. The article "1989 Survey of Selling Costs," published in the journal Sales & Marketing Management, contains a user's guide, compensation tables, training tables, incentive tables, sales support tables, transportation tables, a guide to travel and entertainment costs, and U.S. metro market profiles. The article "Blunders Abroad," published in "Nation's Business," offers yet another reminder of common mistakes that can happen to anyone who does not recognize and prepare for the different cultures that exist overseas. Examples include the misuse of titles, being impatient with foreigners, and offending people by seemingly meaningless action. The author provides several sources of information to assist the overseas businessperson in preparing to deal with international customers. The article "The Influence of Gender on Behavior and Outcomes in a Retail Buyer-Seller Negotiation Simulation," published in the Journal of Retailing, examines the similarities and differences in how men and women negotiate.


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