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Academic Journal

20. Sales Management.

Authors : Wright, John S.; Hinderman, Charles H.; King, Robert L.

Subjects: *SALES management; *SALES personnel; *SALES

Source: Journal of Marketing. Jul1963, Vol. 27 Issue 3, p110-112. 3p.

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Academic Journal

19. Sales Management and Selling.

Authors : Penn Jr., William S.; Gross, Walter; Hindersman, Charles H.

Subjects: *SELLING; *SALES management; *CONSUMER preferences

Source: Journal of Marketing. Jan1970, Vol. 34 Issue 1, p104-105. 2p.

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Academic Journal

Sales management control systems: review, synthesis, and directions for future exploration.

Authors : Malek, Stacey L.¹ (AUTHOR) ; Sarin, Shikhar² (AUTHOR); Jaworski, Bernard J.³ (AUTHOR)

Subjects: *BUSINESS planning; *SALES management; *SALES force management

Source: Journal of Personal Selling & Sales Management. Mar2018, Vol. 38 Issue 1, p30-55. 26p.

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Academic Journal

On the nature of international sales and sales management research: a social network-analytic perspective.

Authors : Schrock, Wyatt A.¹ (AUTHOR) ; Zhao, Yanhui² (AUTHOR); Richards, Keith A.³ (AUTHOR)

Subjects: *BUSINESS planning; *SALES management; *SALES force management

Source: Journal of Personal Selling & Sales Management. Mar2018, Vol. 38 Issue 1, p56-77. 22p.

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Academic Journal

A review of climate and culture research in selling and sales management.

Authors : Gustafson, Brandon M.¹ (AUTHOR); Pomirleanu, Nadia² (AUTHOR); John-Mariadoss, Babu³ (AUTHOR)

Subjects: *BUSINESS planning; *SALES management; *SALES force management

Source: Journal of Personal Selling & Sales Management. Mar2018, Vol. 38 Issue 1, p144-167. 24p.

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Periodical

Refining your sales process.

Authors : HAMILTON, JIM

Subjects: *SALES management; *PLUMBING industry; *SALES executives

Source: Plumbing & Mechanical. Apr2017, Vol. 35 Issue 2, p50-56. 3p.

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Academic Journal

A BASIC CONCEPT OF SALES CONTROL.

Authors : Harkness, John C.¹

Subjects: *INDEPENDENT business units; *SALES management; *SALES personnel

Source: Journal of Marketing. Jul1956, Vol. 21 Issue 1, p73-75. 3p.

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Periodical

Luxury Products In Recessionary Times.

Authors : Darlington, Hank

Subjects: *LUXURIES; *SALES management; *SALESUNITED States

Source: Supply House Times. Jul2009, Vol. 52 Issue 5, p80-84. 3p.

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Periodical

SALES MANAGEMENT: RETROSPECT AND PROSPECT.

Authors : Tosdal, Harry R.

Subjects: *SALES management; *SALES executives; *STRATEGIC planningUNITED States

Source: Harvard Business Review. Autumn1942, Vol. 21 Issue 1, p71. 12p.

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Academic Journal

The Effect Of Product Sales Quotas on Sales Force Productivity.

Authors : Winer, Leon¹

Subjects: *SALES quotas; *SALES management; *COMPENSATION management

Source: Journal of Marketing Research (JMR). May73, Vol. 10 Issue 2, p180-183. 4p.

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