| Journal of Personal Selling & Sales Management 1986 |
| Title | Subject | Authors |
|---|
| Alcohol abuse in the sales force. | Retail industry | Patton, W.E., III, Questell, Michael |
| An empirical investigation of the salesperson's career stage perspective. | Retail industry | Hafer, John C. |
| Asking questions: some characteristics of successful sales encounters. | Retail industry | Schuster, Camille P., Danes, Jeffrey E. |
| Comment on 'antecedents of performance and satisfaction in a service sales force as compared to an industrial sales force. | Retail industry | Baggozzi, Richard P. |
| Conceptualizing personal selling for international business: a continuum of exchange perspective. | Retail industry | Walle, Alf H. |
| Congruence in sales force evaluations: relation to sales force perception of conflict and ambiguity. | Retail industry | Howell, Roy D., Chonko, Lawrence B., Bellenger, Danny N. |
| Developing telemarketing support systems. | Retail industry | Moncrief, William C., Lamb, Charles W., Jr., Dielman, Terry |
| Effects of effort, territory situation, and rater on salesperson evaluation. | Retail industry | LaForge, Raymond W., Mowen, John C., Fabes, Keith J. |
| Ethics and personal selling: "Death of a Salesman" as an ethical primer. | Retail industry | Caywood, Clarke L., Laczniak, Gene R. |
| Female college student interest in a sales career: a comparison. | Retail industry | Cook, Robert W., Hartman, Timothy |
| Industrial salesforce motivation and Herzberg's dual factor theory: a UK perspective. | Retail industry | Shipley, David D., Kiely, Julia A. |
| Leaders in selling and sales management: Peter Fischer. | Retail industry | Crespy, Charles T. |
| Linking market share strategies to salesforce objectives, activities, and compensation policies. | Retail industry | Strahle, William, Spiro, Rosann L. |
| Organizational behavior modification: a general motivational tool for sales management. | Retail industry | Scott, Robert A., Swan, John E., Wilson, M. Elizabeth, Roberts, Jenny J. |
| Organizational commitment in the sales force. | Retail industry | Chonko, Lawrence B. |
| Prospecting by telephone prenotification: an application of the foot-in-the-door technique. (obtaining sales leads through telemarketing efforts) | Retail industry | Jolson, Marvin A. |
| Sales performance: Fact or fiction? | Retail industry | Berry, Dick |
| Sales training: a microcomputer based approach. (Software Review) (evaluation) | Retail industry | Collins, Robert H. |
| Sales training and impression management. | Retail industry | King, Ronald H., Booze, Martha B. |
| Selling and sales management in action: using the Journal of Personal Selling and Sales Management as a teaching aid. | Retail industry | Traynor, Kenneth |
| Selling situation as a moderator of the personality-sales performance relationship: an empirical investigation. | Retail industry | Avila, Ramon A., Fern, Edward F. |
| Strategy for systems sellers: a grid approach. (marketing in the high-tech industries) | Retail industry | Dunn, Dan T., Jr., Thomas, Claude A. |
| The manager-salesperson relationship: an exploratory examination of the vertical-dyad linkage model. | Retail industry | Tanner, John F., Jr., Castleberry, Stephen B. |
| The selling of services: a comprehensive model. | Retail industry | George, William R., Kelly, J. Patrick, Marshall, Claudia E. |
| Using contingency analysis to select selling effort allocation methods. | Retail industry | Cravens, David W., LaForge, Raymond W., Young, Clifford E. |
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