TITLE

Personal Selling & Sales Management Abstracts

AUTHOR(S)
Evans, Kenneth R.; Baker, Thomas L.
PUB. DATE
January 1995
SOURCE
Journal of Personal Selling & Sales Management;Winter95, Vol. 15 Issue 1, p77
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article presents various abstracts on personal selling and sales management literature. Abstracts are classified according to their appropriate topic areas. The topic areas used to categorize abstracts are: budgeting and expenses, buyer behavior, compensation, forecasting, sales and cost analysis, selling process, supervision and training, etc. The article "Coordinating Buyer-Seller Transaction Across Multiple Products," models efficient transactions across multiple products. Joint ordering policies are examined as a method for reducing the transaction costs for multiple products sold by a seller to a homogeneous group of buyers. Another article "Examining Consumers' Thoughts During a Telemarketing Message," reports an empirical study involving students watching a telemarketing message. Subjects listed their thoughts, ideas, and reactions at evenly spaced intervals throughout the message. Results indicate that consumers' thoughts about the salesperson have a significant affect on their product attitude.
ACCESSION #
9503082363

 

Related Articles

  • Personal Selling & Sales Management Abstracts. Dubinsky, Alan J. // Journal of Personal Selling & Sales Management;Spring/Summer81, Vol. 1 Issue 2, p65 

    The article presents various abstracts related to personal selling and sales management. The abstracts are classified into topics like budgeting and expenses, buyer behavior, compensation, forecasting, general sales management, motivation and job satisfaction, recruiting and selection, sales and...

  • Personal Selling & Sales Management Abstracts. Dubinsky, Alan J. // Journal of Personal Selling & Sales Management;Nov82, Vol. 2 Issue 2, p49 

    The article focuses on abstracts of articles related to personal selling and sales management. Abstracts are classified according to their appropriate topic areas. The surname at the conclusion of each abstract identifies the staff member who prepared the summary. The topic areas used to...

  • Personal Selling & Sales Management Abstracts. Dubinsky, Alan J. // Journal of Personal Selling & Sales Management;May86, Vol. 6 Issue 1, p55 

    The purpose of the article is to help readers keep abreast of the current personal selling and sales management literature. The author reviews over seventy different academic and trade publications containing contemporary sales-related articles. Abstracts are classified according to their...

  • Personal Selling & Sales Management Abstracts. Dubinsky, Alan J. // Journal of Personal Selling & Sales Management;Fall/Winter81/82, Vol. 2 Issue 1, p59 

    The article discusses certain topics related to personal selling and sales management that were published in issues of different journals and trade publications. The purpose of such record is to help sales people keep abreast of information concerning the current personal selling and sales...

  • Personal Selling and Sales Management Abstracts. Deeter-Schmelz, Dawn R. // Journal of Personal Selling & Sales Management;Fall2010, Vol. 30 Issue 4, p371 

    The article presents abstracts of articles concerned with aspects of personal selling and sales management, including the role of customer gratitude in relationship marketing, the role of information communication in the buyer-seller exchange process, and how suppliers affect trust with their...

  • Global Selling and Sales Management--Cross Cultural Issues--National Character.  // Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p70 

    The article presents abstracts of articles related to selling and sales management. The article "The Role of Affect in Cross-Cultural Negotiations," by Jennifer George, Gareth Jones and Jorge Gonzalez, published in a previous issue of the "Journal of International Business Studies," discusses...

  • Organizational Climate--Culture.  // Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p72 

    The article presents the abstract of the article "Exploring the Influence of Organizational and Personal Values on Salesperson Customer Orientation," by Sean Dwyer and Tara Burnthome Lopez, published in a previous issue of the journal "American Marketing Association Educators' Proceedings."...

  • 2. SELLING--PERSONAL. Breyer, Ralph F. // Journal of Marketing;Jul1947, Vol. 12 Issue 1, p106 

    The article presents a section of abstracts related to personal selling. They include "Low pressure selling," "An informal report on the life training program for ex-servicemen," and "A short course in salesmanship."

  • 19. Sales Management and Selling.  // Journal of Marketing;Apr1967, Vol. 31 Issue 2, p89 

    Abstracts of articles related to sales management and selling are presented. Articles abstracted include "The Sales Manager's Alter Ego," by M. A. Brice, appearing in the November 1966 issue of "Dun's Review and Modern Industry," and "The Application of Social Class in Market Segmentation," by...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics