Journal of Personal Selling & Sales Management 1985 - Abstracts

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