TITLE

Personal Selling & Sales Management Abstracts

AUTHOR(S)
Ramsey, Rosemary
PUB. DATE
June 1996
SOURCE
Journal of Personal Selling & Sales Management;Summer96, Vol. 16 Issue 3, p81
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article focuses on abstracts related to personal selling and sales management. The abstracts are classified according to their appropriate topic areas. Some of the abstracts under the heading buyer-seller relationships are "That's the Craziest Thing I Ever Heard," by Michele Marchetti and "Shall We Gather in the Garden," by David Strutton, Lou E. Pelton and John F. Tanner which focused on the use of ingratiatory behavior in personal selling. By ingratiatory behavior the authors are referring to any behavior designed to gain favor with a potential customer.
ACCESSION #
9703132665

 

Related Articles

  • Special Abstract Section: 2012 National Conference in Sales Management. Mallin, Michael L. // Journal of Personal Selling & Sales Management;Summer2013, Vol. 33 Issue 3, p329 

    The article contains abstracts of papers presented at the 2012 National Conference in Sales Management which include the topics of professional sales coaching, customer relationship management (CRM), and organizational citizenship behavior.

  • PERSONAL SELLING AND SALES MANAGEMENT ABSTRACTS.  // Journal of Personal Selling & Sales Management;Spring2007, Vol. 27 Issue 2, p183 

    The article presents abstracts of personal selling and sales management research. They include "Process Heuristics in Organizational Buying: Starting to Fill a Gap," "Salesperson Assistance Versus Self-Service in Retailing: Are They Both a Matter of Convenience?," "Interrelationships Among Key...

  • 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...

  • Special Abstract Section: 2013 National Conference in Sales Management. Mallin, Michael L. // Journal of Personal Selling & Sales Management;Summer2013, Vol. 33 Issue 3, p335 

    The article contains abstracts of papers presented at the 2013 National Conference in Sales Management which include the topics of customer relationship management (CRM), the millennial generation's attitude about selling through e-mail, and labor turnover among sales personnel.

  • 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;May83, Vol. 3 Issue 1, p54 

    The article provides detailes of topics related to personal selling and sales management that were issued in different journals and trade publications. The purpose of this information dissemination is to help salespeople keep abreast of the current personal selling and sales management...

  • Personal Selling & Sales Management Abstracts. Evans, Kenneth R. // Journal of Personal Selling & Sales Management;Winter93, Vol. 13 Issue 1, p80 

    The article presents different sales related topics published in issues of various academic and trade publications or journals. It aims to help people keep abreast of information on personal selling and sales management. The topics that are discussed include aspects related to budgeting and...

  • SPECIAL ABSTRACT SECTION: 2003 NATIONAL CONFERENCE IN SALES MANAGEMENT. Inks, Scott // Journal of Personal Selling & Sales Management;Spring2003, Vol. 23 Issue 2, p173 

    The article presents the abstracts of papers presented at the 2003 National Conference in Sales Management, held from April 10-12, 2003 in Cincinnati, Ohio. "Using Transformational Leadership to Influence Customer Trust" develops a series of propositions to explain how transformational...

  • Attaining from Boomers an Agreement to Buy. HOWARD, STEVE // Air Conditioning, Heating & Refrigeration News;1/26/2009, Vol. 236 Issue 4, p46 

    The article presents the author's opinion on the Boomer Selling method. He states that the main objections to the method are price, affordability, hesitation and comparison. He believes that this method is like building a fire break for objections. He says that if the sales personnel use the...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics