Careers in Selling--The Sales Position--Job Characteristics--Image--Perceptions--Stages

January 1997
Journal of Personal Selling & Sales Management;Winter97, Vol. 17 Issue 1, p70
Academic Journal
This article discusses some articles related to career in selling, published in different journals. The article "Why the Bad Rep?," by Charles Butler, published in the journal Sales & Marketing Management,discusses some of the harsh opinions that the general public has of sales people. Examples of how some companies have approached sales to change the had images are provided. In the article "Development and Validation of Work-Family Conflict and Family-Work Conflict Sales," by Richard. G. Netemeyer, James S. Boles and Robert McMurrian, the authors report on a three-sample study that developed and validated short, self-report scales of work-family conflict and family-work conflict. According to the article "Changing Landscape Requires New Ideas," by B.G. Yovovich, published in the journal Business Marketing, changes in today's business arena are transforming the business marketing function. Interviews with leading consultants and academics provide insights into the trends, including downsizing, information systems, product simplification processes, customers are constituencies, partnerships and networks, and the globalization of business.


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