TITLE

Personal Selling & Sales Management Abstracts

PUB. DATE
January 1990
SOURCE
Journal of Personal Selling & Sales Management;Winter90, Vol. 10 Issue 1, p57
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article presents abstracts of various articles which have been published in various journals. The article titled "The Size and Composition of the Buying Firm's Negotiation Team in Rebuys of Component Parts," authored by Barbara C. Perdue sets forth findings from a field study which considered the buying firm's negotiation team in one common industrial purchase, the rebuy of a component part. The buying firm's negotiators are described and several variables hypothesized to affect the team's size and functional composition are analyzed. The article titled "Linkages Between Sales Management Tools and Practices: Some Evidence From British Companies," authored by George J. Avionitis and Kevin A. Boyle presents a study which examines interactions between sales management techniques utilized in important fields of management responsibility. The techniques are organization, selection, training, remuneration, supervision, and evaluation. The outcomes are based upon a mail survey of 113 British producers. The data suggest that the sales management techniques employed by the respondents are interrelated. Specifically, the techniques pertaining to the organization and selection of sales representatives are linked with the training methods used.
ACCESSION #
6653286

 

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