Personal Selling & Sales Management Abstracts

January 1990
Journal of Personal Selling & Sales Management;Winter90, Vol. 10 Issue 1, p57
Academic Journal
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.


Related Articles

  • Research to Increase Sales of Existing Brands. Tauber, Edward M. // Business Horizons;Apr77, Vol. 20 Issue 2, p30 

    Focuses on the development of a marketing research to increase sales of existing brands. Changes in the marketing mix; Discussion on the process of product research and development; Importance of setting advanced strategic objectives.

  • RESEARCH-BASED SELLING STRATEGIES. Cravena, David W.; LaForge, Raymond W.; Young, Clifford E. // AMA Winter Educators' Conference Proceedings;1986, p154 

    Evaluates the practical importance of a research-based selling strategies. Gap between research development and management practice; Category on the deployment of research findings; Feasibility of microcomputer software in facilitating application of research findings to sales management.

  • VALUE LADDERING AS A METHOD OF SALES RESEARCH. Kennedy, Karen Norman; Goebel, Daniel J.; Deeter-Schmelz, Dawn R. // AMA Winter Educators' Conference Proceedings;2000, Vol. 11, p235 

    This paper responds to the need to broaden sales research methods by proposing that value laddering, a methodology used in consumer behavior, is a viable tool for studying salespeople and sales managers, and their relationship with organizational buyers. We provide an overview of laddering, a...

  • Usage analysis converts visitors to sales. Arnold, Catherine // Marketing News;5/26/2003, Vol. 37 Issue 11, p6 

    The article discusses how Mike Putnam, chief executive officer of travel and vacation package Web site 11thHourVacations.com, managed to convert the number of visitors to the Web site into sales. Beginning in June 2002, using an outside consulting firm, 11thHourVacations.com put its Web site...

  • A Disaggregative Model for the Generation of Sales. Benishay, Haskel // Journal of Marketing Research (JMR);Feb1965, Vol. 2 Issue 1, p74 

    This paper views total sales as a two-phase random phenomenon: a randomly determined number of customers, and a randomly determined dollar she of an individual sale. Some properties of total sales so viewed are derived and possible applications in a marketing context are indicated.

  • Better Measurement Practices are Critical to Better Understanding of Sales Management Issues. Churchill Jr., Gilbert A. // Journal of Personal Selling & Sales Management;Spring92, Vol. 12 Issue 2, p73 

    The study of personal selling and sales management shares a characteristic common to other areas of scientific inquiry. If knowledge and understanding of its phenomena are to advance, then its measurement tools must also, This article overviews the conceptual foundations of measurement in terms...

  • How To Network The Right Way.  // Customers First;Sep2013, Vol. 18 Issue 9, p6 

    The article discusses some networking strategies to become goal oriented in sales and marketing industry.

  • End Game. McCall, Kimberly L. // Entrepreneur;Dec2003, Vol. 31 Issue 12, p101 

    Offers advise on sales management. Need to understand the client mind-set; Setting up of a sales contest; Challenges facing sales managers in 2004.

  • Avoid post-survey regret. Barabba, Vincent P. // American Salesman;Mar1995, Vol. 40 Issue 3, p12 

    Presents steps to help salesmen to avoid post-survey regret and to make sure the results of one's market research are both valid and reliable and that they are used. Prediction of important data outcomes by managers; Determination of comfort zones of managers prior to conducting research; Early...


Read the Article


Sign out of this library

Other Topics