Works matching DE "SALES management"

Results: 1891

Women's underrepresentation in business-to-business sales: Reasons, contingencies, and solutions.

Published in:

Journal of the Academy of Marketing Science, 2025, v. 53, n. 2, p. 533, doi. 10.1007/s11747-023-00988-6

By:

Lanzrath, Aline Isabelle;
Homburg, Christian;
Ruhnau, Robin-Christopher M.

Publication type:

Article

CO-CREATING SALES MANAGEMENT CURRICULA WITH PRACTITIONERS – INSIGHTS ON COMPETENCIES FOR FUTURE SALES MANAGERS. PART II.

Published in:

Marketing Science & Inspirations, 2025, v. 20, n. 1, p. 2, doi. 10.46286/msi.2025.20.1.1

By:

PORSBORG JENSEN, KARINA BURGDORFF;
VALBAK-ANDERSEN, CAMILLA;
KRISTENSEN, LARS FUNCK

Publication type:

Article

Personal selling and sales management abstracts.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 2, p. 188, doi. 10.1080/08853134.2025.2487436

By:

Mangus, Stephanie M.;
E. McClure, Colleen

Publication type:

Article

Understanding and managing the link between firms' strategic risk-taking and salespeople's defensive behavior in price negotiations.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 2, p. 102, doi. 10.1080/08853134.2024.2386946

By:

Hartmann, Stefan;
Homburg, Christian;
M. Ruhnau, Robin-Christopher

Publication type:

Article

Individual perceptions of leadership emergence in the B2B sector and its impact on perceived team sales performance.

Published in:

Journal of Personal Selling & Sales Management, 2025, v. 45, n. 2, p. 135, doi. 10.1080/08853134.2024.2377979

By:

Schmidt, Jacqueline;
Alavi, Sascha;
Springer, Sebastian;
Guba, Jan Helge

Publication type:

Article

Forging A new integration of motivation and human performance technology.

Published in:

2015

By:

Bishka, Atena

Publication type:

Editorial

EXPORT AND DOMESTIC SALES: THEIR INTERRELATIONSHIP AND DETERMINANTS.

Published in:

Strategic Management Journal (Wiley-Blackwell) - 1980 to 2009, 2005, v. 26, n. 9, p. 855, doi. 10.1002/smj.481

By:

Salomon, Robert;
Shaver, J. Myles

Publication type:

Article

WHEN USING KNOWLEDGE CAN HURT PERFORMANCE: THE VALUE OF ORGANIZATIONAL CAPABILITIES IN A MANAGEMENT CONSULTING COMPANY.

Published in:

Strategic Management Journal (Wiley-Blackwell) - 1980 to 2009, 2005, v. 26, n. 1, p. 1, doi. 10.1002/Smj.429

By:

Haas, Martine R.;
Hansen, Morten T.

Publication type:

Article

MODELLING SUPERMARKET STORE LOCATIONS.

Published in:

Scottish Journal of Political Economy, 1989, v. 36, n. 4, p. 375, doi. 10.1111/j.1467-9485.1989.tb01101.x

By:

Molho, Ian;
Waterson, Michael

Publication type:

Article

Be A Sales Superstar: 21 Great Ways to Sell More, Faster, Easier in Tough Markets.

Published in:

2009

By:

Bartz, Mark

Publication type:

Book Review

THE EFFECTS OF REGULATIONS ON EXECUTIVE COMPENSATION.

Published in:

Review of Economics & Statistics, 1982, v. 64, n. 3, p. 505, doi. 10.2307/1925951

By:

Carroll, Thomas M.;
Ciscel, David H.

Publication type:

Article

Social Learning and Peer Effects in Consumption: Evidence from Movie Sales.

Published in:

Review of Economic Studies, 2011, v. 78, n. 1, p. 356, doi. 10.1093/restud/rdq014

By:

Moretti, Enrico

Publication type:

Article

From the Special Issue Editors.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 4, p. 1

By:

Ferrell, O. C.;
Morgan, Fred

Publication type:

Article

Introduction to New JPSSM Section: "Scaling and Measurement"

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 4, p. 1

By:

Comer, James M.

Publication type:

Article

From the Editor.

Published in:

1991

By:

Ingram, Tom

Publication type:

Editorial

A Social Responsibility Framework to Guide Sales Management.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 4, p. 27, doi. 10.1080/08853134.1991.10753887

By:

LaFleur, Elizabeth K.;
Forrest, Pj.

Publication type:

Article

Special Abstract Section National Conference in Sales Management.

Published in:

1991

By:

Good, David J.

Publication type:

Abstract

Leaders in Selling and Sales Management: Lee A. Iacocca.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 3, p. 67, doi. 10.1080/08853134.1991.10753881

By:

Crittenden, William F.;
Kelly, Kathleen

Publication type:

Article

Sales Technology Applications: Interactive Video Technology in Sales Training: A Case Study.

Published in:

1991

By:

Martin, Warren S.;
Collins, Ben H.

Publication type:

Case Study

Selling and Sales Management in Action: Attitudes and Applications of Quotas by Sales Executives and Sales Managers.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 3, p. 57, doi. 10.1080/08853134.1991.10753879

By:

Good, David J.;
Stone, Robert W.

Publication type:

Article

An Analysis of Leading Contributors to the Sales Force Research Literature, 1980 Through 1990.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 3, p. 47, doi. 10.1080/08853134.1991.10753878

By:

Bush, Alan J.;
Grant, E. Stephen

Publication type:

Article

Leadership Style and Sales Performance: A Test of the Situational Leadership Model.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 3, p. 37, doi. 10.1080/08853134.1991.10753877

By:

Butler Jr., John K.;
Reese, Richard M.

Publication type:

Article

Assessing the Relationship Among Performance Measures, Managerial Practices, and Satisfaction When Evaluating the Salesforce: A Replication and Extension.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 3, p. 25, doi. 10.1080/08853134.1991.10753876

By:

Morris, Michael H.;
Davis, Duane L.;
Allen, Jeffrey W.;
Avila, Ramon A.;
Chapman, Joseph

Publication type:

Article

The Effect of Salesforce Behavior on Customer Satisfaction: An Interactive Framework.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 3, p. 13, doi. 10.1080/08853134.1991.10753875

By:

Grewal, Dhruv;
Sharma, Arun

Publication type:

Article

The Evolution of Personal Selling.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 3, p. 1, doi. 10.1080/08853134.1991.10753874

By:

Wotruba, Thomas R.

Publication type:

Article

Personal Selling & Sales Management Abstracts.

Published in:

1991

By:

Evans, Kenneth R.

Publication type:

Abstract

Leaders in Selling and Sales Management--John Wyman, AT&T and University of Florida.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 2, p. 65, doi. 10.1080/08853134.1991.10753870

By:

Johnson, Eugene M.

Publication type:

Article

Sales Management Students vs. Business Practitioners: Ethical Dilemmas and Perceptual Differences.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 2, p. 59, doi. 10.1080/08853134.1991.10753869

By:

Haley, Debra A.

Publication type:

Article

An Exploratory Investigation of Reward and Corrective Responses to Salesperson Performance: An Attributional Approach.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 2, p. 39, doi. 10.1080/08853134.1991.10753867

By:

McKay, Sandra;
Hair Jr., Joseph F.;
Johnston, Mark W.;
Sherrell, Daniel L.

Publication type:

Article

Personal Selling & Sales Management Abstracts.

Published in:

1991

By:

Evans, Kenneth R.

Publication type:

Abstract

Leaders in Sales Management: Dr. Blair Stephenson, Director of Strategic Market Development for Mary Kay Cosmetics.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 1, p. 81, doi. 10.1080/08853134.1991.10753861

By:

Seitz, Victoria A.

Publication type:

Article

Needs Assessment and Evaluation in Sales-Training Programs.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 1, p. 17, doi. 10.1080/08853134.1991.10753856

By:

Erffmeyer, Robert C.;
Russ, K. Randall;
Hair Jr., Joseph F.

Publication type:

Article

Comments on "Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980-1990"

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 1, p. 15, doi. 10.1080/08853134.1991.10753855

By:

Chonko, Lawrence B.

Publication type:

Article

Utilization of Sales Management Knowledge and Identification of Contributors: An Analysis of JPSSM 1980-1990.

Published in:

Journal of Personal Selling & Sales Management, 1991, v. 11, n. 1, p. 5, doi. 10.1080/08853134.1991.10753854

By:

Swan, John E.;
Powers, Thomas L.;
Sobczak, Patrick M.

Publication type:

Article

The Congruence of Manager Perception of Salesperson Performance and Knowledge-Based Measures of Adaptive Selling.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 81, doi. 10.1080/08853134.1990.10753851

By:

Anglin, Kenneth A.;
Stolman, Jeffrey J.;
Gentry, James W.

Publication type:

Article

Adaptive Selling--Insights from Social Cognition.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 43, doi. 10.1080/08853134.1990.10753848

By:

Morgan, Fred W.;
Stoltman, Jeffrey J.

Publication type:

Article

Effects of Self-Monitoring and Similarity on Salesperson Inferential Processes.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 4, p. 7, doi. 10.1080/08853134.1990.10753845

By:

Fine, Leslie M.;
Gardial, Sarah Fisher

Publication type:

Article

Improving Spreadsheet Control For Sales Managers Through the Use of the Systems Development Life Cycle.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 3, p. 101

By:

Busbin, James W.;
Gross, Ernst P.;
Dillon, Thomas

Publication type:

Article

The Brand Manager's Statistical Package: SPSS's Categories Module.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 3, p. 97

By:

Schibrowksy, John A.;
Collins, Robert H.

Publication type:

Article

Special Abstracts Section--National Conference in Sales Management.

Published in:

1990

By:

Randall, E. James

Publication type:

Abstract

Personal Selling & Sales Management Abstracts.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 3, p. 81

By:

Evans, Kenneth R.

Publication type:

Article

Management on the Line.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 3, p. 73

By:

Asherman, Ira G.;
Asherman, Sandra V.

Publication type:

Article

Career Path Charting: Framework for Sales Force Evaluation.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 3, p. 59

By:

Dalrymple, Douglas J.;
Strahle, William M.

Publication type:

Article

Behavioral Self-Management as a Supplement to External Sales Force Controls.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 3, p. 17

By:

Sauers, Daniel A.;
Hunt, James B.;
Bass, Ken

Publication type:

Article

Assessing Gender Differences in Relationships Between Supervisory Behaviors and Job-Related Outcomes in the Industrial Sales Force.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 3, p. 1

By:

Schul, Patrick L.;
Remington, Steven;
Ben, Robert L.

Publication type:

Article

Personal Selling & Sales Management Abstracts.

Published in:: Journal of Personal Selling & Sales Management, 1990, v. 10, n. 2, p. 77, doi. 10.1080/08853134.1990.10753826
Publication type:: Article

HARRY R. TOSDAL.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 2, p. 73, doi. 10.1080/08853134.1990.10753825

By:

Strong, James T.

Publication type:

Article

Organizing the Overseas Sales Force: How Multinationals Do It.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 2, p. 57, doi. 10.1080/08853134.1990.10753823

By:

Hill, John S.;
Still, Richard R.

Publication type:

Article

A Comprehensive Framework for the Analysis of Ethical Behavior, with a Focus on Sales Organizations.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 2, p. 29, doi. 10.1080/08853134.1990.10753821

By:

Wotruba, Thomas R.

Publication type:

Article

Sales Management As An Entrepreneurial Activity.

Published in:

Journal of Personal Selling & Sales Management, 1990, v. 10, n. 2, p. 1, doi. 10.1080/08853134.1990.10753819

By:

Morris, Michael H.;
Avila, Ramon;
Teeple, Eugene

Publication type:

Article