| no |
title |
author |
magazine |
year |
volume |
issue |
page(s) |
type |
| 1 |
Adapting to diverse customers: A training matrix for international marketers
|
Bush, Victoria Davies
|
|
1996
|
25 |
5 |
p. 373-383
11 p.
|
article
|
| 2 |
Consequences of marketing controls among sales and nonsales marketing personnel
|
Agarwal, Sanjeev
|
|
1996
|
25 |
5 |
p. 411-420
10 p.
|
article
|
| 3 |
Do closing techniques diminish prospect trust?
|
Hawes, Jon M.
|
|
1996
|
25 |
5 |
p. 349-360
12 p.
|
article
|
| 4 |
Examining sales force performance in organizations that use behavior-based sales management processes
|
Grant, Ken
|
|
1996
|
25 |
5 |
p. 361-371
11 p.
|
article
|
| 5 |
Exploring strategies for companies that use manufacturers' representatives as their sales force
|
Dishman, Paul
|
|
1996
|
25 |
5 |
p. 453-461
9 p.
|
article
|
| 6 |
Introduction to the special issue on selling and sales management
|
Honeycutt Jr., Earl D.
|
|
1996
|
25 |
5 |
p. 323-325
3 p.
|
article
|
| 7 |
Letter for the special issue on selling and sales management
|
LaPlaca, Peter
|
|
1996
|
25 |
5 |
p. 321-
1 p.
|
article
|
| 8 |
Managing the effects of culture shock and sojourner adjustment on the expatriate industrial sales force
|
Guy, Bonnie S.
|
|
1996
|
25 |
5 |
p. 385-393
9 p.
|
article
|
| 9 |
Salesforce behavior: In search of motivational determinants
|
Simintiras, Antonis C.
|
|
1996
|
25 |
5 |
p. 421-437
17 p.
|
article
|
| 10 |
Situational risk in organizational buying: A basis for adaptive selling
|
Bunn, Michele D.
|
|
1996
|
25 |
5 |
p. 439-452
14 p.
|
article
|
| 11 |
Stressors, leadership substitutes, and relations with supervision among industrial salespeople
|
Lapidus, Richard S.
|
|
1996
|
25 |
5 |
p. 395-409
15 p.
|
article
|
| 12 |
The importance of the industrial inside sales force: A case study
|
Boyle, Brett A.
|
|
1996
|
25 |
5 |
p. 339-348
10 p.
|
article
|
| 13 |
The transformation of industrial selling: Causes and consequences
|
Wotruba, Thomas R.
|
|
1996
|
25 |
5 |
p. 327-338
12 p.
|
article
|
Journal description