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- Title
19. Sales Management and Selling.
- Authors
Penn Jr., William S.; Gross, Walter; Hindersman, Charles H.; Babione, F. A.; Kahler, Ruel
- Abstract
The article presents marketing abstracts pertaining to sales management and selling. They include "How Well are You Selling Your Customers: the enemy, the lamb, and the Gentleman?," by Joe Shenton, "Compensating College Graduates in Field Sales," by James E. Bell Jr. and William O. Hancock," and "The Pay-Off Concept in Competitive Bidding," by Stephen Paranka.
- Subjects
SELLING; SALES management; CONSUMER preferences; EMPLOYEE recruitment; SALES personnel salaries; LETTING of contracts; INDUSTRIAL management; PSYCHOLOGY; ECONOMICS
- Publication
Journal of Marketing, 1970, Vol 34, Issue 1, p104
- ISSN
0022-2429
- Publication type
Abstract