| Journal of Personal Selling & Sales Management 1987 |
| Title | Subject | Authors |
|---|
| Cognitive selling scripts and sales training. | Retail industry | Leigh, Thomas W. |
| Determining the value of an industrial prospect: a prospect preference index model. | Retail industry | Brady, Donald L. |
| Disconfirmation of expectations: A method for enhancing the effectiveness of customer communications. | Retail industry | Smith, Michael F., Hunt, James M. |
| Effective major account sales management. | Retail industry | Colletti, Jerome A., Tubridy, Gary S. |
| Implementing new business-to-business selling methods. | Retail industry | Cardozo, Richard N., Shipp, Shannon H., Roering, Kenneth J. |
| Insider-Outsider sales management succession. | Retail industry | Pecotich, Anthony, Crockett, J.F. |
| Managing sales performance through a comprehensive performance appraisal system. | Retail industry | Gable, Myron, Muczyk, Jan P. |
| Maybe it's time to take another look at tests as a sales selection tool? | Retail industry | Nelson, Richard |
| Sales force automation: here and now. | Retail industry | Wedell, Al, Hempeck, Dale |
| Sales management performance evaluation: a residual income perspective. | Retail industry | Cron, William L., Levy, Michael |
| The current status of women in professional selling. | Retail industry | Gable, Myron, Reed, B.J. |
| The impact of incentive compensation on the salesperson's work habits: an economic model. | Retail industry | Darmon, Rene Y. |
| The use of an "Expert" to train salespeople. | Retail industry | Rubash, Arlyn R., Sullivan Rawlie R., Herzog, Paul H. |
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