March 1989
Journal of Personal Selling & Sales Management;Spring89, Vol. 9 Issue 1, p60
Academic Journal
The article presents information on some papers on general sales management. The paper "Trade Shows An Effective Promotional Tool for the Small Industrial Business," published in the recent issue of the Journal of Small Business Management assesses the viability of trade shows for the small industrial business and provides important guidelines for effective trade show participation. The topics discussed include a review of recent trade show activity, planning, decision criteria, decision-making and budgetary planning. Some of the major implications discussed include how a manager should objectively evaluate audience related data, display location options, internal show logistics and how a trade show budget that reflects show objectives should be developed. Another paper "A Profile of a Party Plan Sales Force," published in the recent issue of the Akron Business and Economic Review, provides a description of a direct selling organization. Mail questionnaires were used to collect information from female sales representatives who sold the company's products through the party plan.


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