Special Abstract Section: National Conference in Sales Management

Williams, Michael R.
March 1997
Journal of Personal Selling & Sales Management;Spring97, Vol. 17 Issue 2, p75
Academic Journal
Provides abstracts of papers presented at the 1997 National Conference in Sales Management, which was held from April 3-5 in Cincinnati, Ohio.


Related Articles

  • DO SELLER PERCEPTIONS OF FAIRNESS LEAD TO SALES GROWTH? A LATENT GROWTH CURVE ANALYSIS. Zaefarian, Ghasem; Tavani, Zhaleh Najafi; Henneberg, Stephan C.; Naudé, Peter // AMA Summer Educators' Conference Proceedings;2012, Vol. 23, p23 

    An abstract of the article "Do Seller Perceptions of Fairness Lead to Sales Growth? A Latent Growth Curve Analysis," by Ghasem Zaefarian et al is presented.

  • THE COMMON MEASURE BIAS IN SALES MANAGEMENT EVALUATION: EXPERIMENTAL EVIDENCE AND REMEDIES. Fischer, Peter Mathias; Herzog, Walter; Reinecke, Sven // AMA Winter Educators' Conference Proceedings;2011, Vol. 22, p279 

    An abstract of the article "The Common Measure Bias in Sales Management Evaluation: Experimental Evidence and Remedies," by Peter Mathias Fischer, Walter Herzog and Sven Reinecke is presented.

  • 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...

  • 23. MARKET AREA STUDIES. Breyer, Ralph F. // Journal of Marketing;Oct43, Vol. 8 Issue 2, p209 

    The article presents a section of abstracts related to marketing research. They include "A Working Manual for Sales Control of the Chicago Market," and "Major Trading Area Comparisons, 1942 and 1941."

  • 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...

  • 19. Sales Management. Fox, Harold W.; Babione, F. A.; Peters, William S.; Wright, John S. // Journal of Marketing;Oct66, Vol. 30 Issue 4, p94 

    The article presents abstracts of articles related to sales management and selling appearing in various periodicals. Articles abstracted include "The Big Discounters," published in "The Nielsen Researcher, "The Controversy in Sales Quotas," by Leslie Rich, appearing in the May 1966 issue of...


Read the Article


Sign out of this library

Other Topics