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Nordstrom Lays Off Staff Nationwide.

Subjects: *CORPORATION reports; *SALES force management; *DOWNSIZING of organizationsCALIFORNIA; SAN Diego (Calif.); UNITED StatesNORDSTROM Inc. 007942915 NORDSTROM Inc. NORDSTROM Inc. 007942915 007942915 NORDSTROM Inc. 007942915 JWN

• Source: San Diego Business Journal. 10/22/2001, Vol. 22 Issue 43, p7A. 1/8p.

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Personal selling and the purchasing function: where do we go from here?

• Authors : Paesbrugghe, Bert; Sharma, Arun; Rangarajan, Deva

Subjects: CUSTOMER service management; BUSINESS planning; SALES management

• Source: Journal of Personal Selling & Sales Management; Mar2018, Vol. 38 Issue 1, p123-143, 21p

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From selling to managing strategic customers - a competency analysis.

• Authors : Lacoste, Sylvie

Subjects: CUSTOMER service management; BUSINESS planning; SALES management

• Source: Journal of Personal Selling & Sales Management; Mar2018, Vol. 38 Issue 1, p92-122, 31p

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

• Authors : Malek, Stacey L.; Sarin, Shikhar; Jaworski, Bernard J.

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

• Authors : Gustafson, Brandon M.; Pomirleanu, Nadia; John-Mariadoss, Babu

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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The sales manager as a unit of analysis: a review and directions for future research.

• Authors : Plank, Richard E.; Reid, David A.; Koppitsch, Steven E.

Subjects: SALES executives; BUSINESS planning; SALES management

• Source: Journal of Personal Selling & Sales Management; Mar2018, Vol. 38 Issue 1, p79-91, 14p

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

• Authors : Schrock, Wyatt A.; Zhao, Yanhui; Richards, Keith A.

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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THE SALES MANAGER'S BASES OF SOCIAL POWER AND INFLUENCE UPON THE SALES FORCE.

• Authors : Busch, Paul

Subjects: SALES force management; LABOR productivity; POWER (Social sciences)UNITED States

• Source: Journal of Marketing; Summer80, Vol. 44 Issue 3, p91-101, 11p, 1 Diagram, 2 Charts

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Converting From Independent to Employee Salesforces: The Role of Perceived Switching Costs.

• Authors : Weiss, Allen M.; Anderson, Erin

Subjects: SALES force management; SALES personnel; INDUSTRIAL costs

• Source: Journal of Marketing Research (JMR); Feb1992, Vol. 29 Issue 1, p101-115, 15p, 5 Charts

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Setting Sales Quotas with Conjoint Analysis.

• Authors : Darmon, René Y.

Subjects: SALES quotas; CONJOINT analysis; SALES force management

• Source: Journal of Marketing Research (JMR); Feb1979, Vol. 16 Issue 1, p133-140, 8p, 1 Chart, 4 Graphs

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