August 1988
Journal of Personal Selling & Sales Management;Aug88, Vol. 8 Issue 2, p62
Academic Journal
The article focuses on the paper "Personal Selling Goes to College," by Arthur Bragg, published in the journal "Sales & Marketing Management." The article provides some pointers from students, faculty, and the business community, on the ways in which the courses of personal selling should be undertaken. Another paper that is discussed is "Training Supervisors in First-Day Orientation Techniques," by Claudia Reinhart. In this article the The author claims that a sound orientation program is necessary and beneficial whether employees are in high-tech, high finance, higher education, or in sales. In another article "Will the Rhino Survive," by Al Urbanski, the use of sales meetings to make or break a company are presented.


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