TITLE

Special Abstract Section National Conference in Sales Management

AUTHOR(S)
Good, David J.
PUB. DATE
June 1991
SOURCE
Journal of Personal Selling & Sales Management;Summer91, Vol. 11 Issue 3, p71
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Each year, Pi Sigma Epsilon sponsors a national conference on professional selling and sales management. The article presents abstracts of the papers presented at that conference. "Quality and Marketing and Sales," by Warren S. Martin, discusses the transformation of America's industry to the total quality orientation and the reasons for the change. The central issue is that competition is forcing American industry to change their ways and be more responsive to customer needs and wants. "Interactive Video Training: The Use of Expert System in Sales Training," by Warren S. Martin and John Lanasa reviews interactive video systems, a new technology for sales training. The system is the merge of computer and video technology with the use of a compact disc for the storage and retrieval of vast amounts of data. "An Investigation Into the Importance of Education and Nonacademic Experience for Beginning Industrial Salespeople," by Duane P. Bachmann, Donny E. Terry and Richard D. Foster investigates the sales force selection factors related to academic background and nonacademic experience desired by management for beginning industrial salespeople.
ACCESSION #
6652277

 

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