TITLE

DIMENSIONS OF SELLING STRATEGY

AUTHOR(S)
Longfellow, Timothy A.
PUB. DATE
March 1995
SOURCE
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p75
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article develops the concept of selling strategy, defined as each individual salesperson's theory or mental model of how best to manage the sales function. Three dimensions of selling strategy are developed and then integrated into current theory of sales performance. It is proposed that selling strategy falls between the traditional antecedents of sales performance and specific sales behaviors. A number of propositions are developed about the factors that contribute to alter-native types of strategies, followed by implications for management and future sales performance research.
ACCESSION #
9605143686

 

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