J Personal Selling Sales Man
Introduction
Journal of Personal Selling & Sales Management, 45(1)
INTEREST CATEGORY: SELLING AND SALES MAN
POSTING TYPE: TOCs
Editorial
Navigating past the editor’s desk
—Brian Rutherford [] []
Research Articles
There’s no I in team: aligning self- and group-efficacy to optimize the effects of support on sales outcomes
—Valter Silva Faia, Valter Afonso Vieira & Colin Gabler [] []
Is authenticity needed in service-sales ambidexterity? Examination of employees and customers’ responses
—Michel Tremblay [] []
Closing is more than a list of tactics: how to build rapport while facilitating a commercial exchange
—Aaron D. Arndt, Rhett Epler, Kenneth Evans & Sama Ashouri [] []
Conceptualizing an integrative typology of sales enablement strategy
—Scott B. Friend, Stephanie M. Mangus, Ellen Bolman Pullins, Lenita Davis & Catherine M. Gilstrap [] []
Technology use in B2B sales: examining the extant literature and identifying future research opportunities using morphological analysis
—Ashish Goel, Ashwin J. Baliga, Deva Rangarajan & Bruno Lussier [] []