J Personal Selling Sales Man
Introduction
Journal of Personal Selling & Sales Management, 40(3)
INTEREST CATEGORY: SELLING AND SALES MAN
POSTING TYPE: TOCs
Assessments of equivocal salesperson behavior and their influences on the quality of buyer-seller relationships
—Jody Crosno, Robert Dahlstrom & Scott B. Friend [] []
Drivers and outcomes of salespersons’ value opportunity recognition competence in solution selling
—Eva Böhm, Andreas Eggert, Harri Terho, Wolfgang Ulaga & Alexander Haas [] []
Sales management, education, and scholarship across cultures: early findings from a global study and an agenda for future research
—Riley Dugan, Deva Rangarajan, Lenita Davis, Willy Bolander, Ellen Bolman Pullins, Dawn Deeter-Schmelz, Joel LeBon & Raj Agnihotri [] []
Research Notes
People, Process, and Performance: Setting an agenda for sales enablement research
—Deva Rangarajan, Riley Dugan, Maria Rouziou & Mike Kunkle [] []