Journal of Personal Selling & Sales Management 1985 - Abstracts
| Journal of Personal Selling & Sales Management 1985 | |||||
| Title | Subject | Authors | |||
|---|---|---|---|---|---|
| A successful application of the assessment center concept to the salesperson selection process. | Retail industry | Randall, E. James, Cooke, Ernest F., Smith, Lois | |||
| Microcomputer systems to handle sales leads: a key to increased salesforce productivity. | Retail industry | Collins, Robert H. | |||
| Selling centers and buying centers: formulating strategic exchange patterns. | Retail industry | Johnston, Wesley J., Hutt, Michael D., Ronchetto, John R., Jr. | |||
| Testing for deterministic salesperson attributes in mature markets. | Retail industry | Wilson, David T., Lichtenthal, J. David | |||
| The use of human judgement models in evaluating sales force performance. | Retail industry | Patton, W.E., King, Ronald H. | |||
| Work motivation through the design of salesperson jobs. | Retail industry | Tyagi, Pradeep K. | |||
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