Utilization of sales management knowledge and identification of contributors: an analysis of JPSSM 1980-1990

Article Abstract:

The unitization of the JPSSM in enhancing sales management knowledge was analyzed by a cross citation of JPSSM articles in other journals and sales management textbooks which found that the JPSSM has made a basic contribution to the sales and sales management literature. An examination of authorships and institutional contributors to the sales and sales management literature in the JPSSM was also conducted. A large number of both individuals and institutions have contributed articles to the JPSSM, indicating a breadth of research on sales. However, a relatively few contributors accounted for a significant proportion of JPSSM articles, suggesting a concentration of research efforts by both individuals and institutions. (Reprinted by permission of the publisher.)

Periodicals, Research, Authorship

---

Sales technology applications: interactive video technology in sales training: a case study

Article Abstract:

Interactive video (IV), a new technology for training, has had a recent surge in popularity. The use of interactive video technology has been reported to reduce training costs, increase quality, and decrease the amount of time required for training. The major characteristics of this new technology are presented. A state-of-the-art application of an IV system for sales training developed at BellSouth Services is discussed. The results confirm that IV is a promising new sales training tool. (Reprinted by permission of the publisher.)

Prepackaged software, Electrical work, Innovations, Evaluation, Computer software industry, Software industry, Software, Training, Employee training, Sales personnel, Salespeople, Interactive video systems, BellSouth Services Inc.

---

Selling from 1900 to 1949: a historical perspective

Article Abstract:

Selling has developed dramatically in the twentieth century. It has changed from largely an independent and unstructured activity to a modern and scientifically managed profession that has contributed to the economic growth of this century. This paper examines its development from 1900 to 1950, focusing on the practices, events, and philosophies that have influenced the selling profession. (Reprinted by permission of the publisher.)

History, Sales promotions

Similar abstracts:

• Abstracts: Hiring and promotion policies in sales force management: some antecedents and consequences. Increasing sales productivity by getting salespeople to work smarter
• Abstracts: Improving the detection of interactions in selling and sales management research. Selling and sales management in action: attitudes and applications of quotas by sales executives and sales managers

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.