Table of contents
What national account decision makers would tell salespeople about building relationships
James S. Boles, Hiram C. BarksdaleExamines the responses of national account decision makers to open‐ended questions asking for their views on what salespeople need to do to build relationships, and categorizes…
Distinguishing between manufacturer power and manufacturer salesperson power
James E. Zemanek, William M. PrideDistinguishes empirically between the power that the manufacturer‐employee salesperson possesses in relation to the manufacturer itself in a channel containing an industrial…
A comparison of the sales management training practices of smaller and larger organizations
C. David ShepherdRecognizing the importance of the sales manager to the success of the organization, researchers are beginning to focus attention on the sales manager. Presents the results of an…
How should women sales managers lead their sales personnel?
Alan J. DubinskyAs the influx of women entering sales positions is increasing, a growing (albeit relatively small) number of saleswomen have been promoted into first‐line sales management…
Differences in salesperson and manager perceived control: a comparison of dyadic disagreements
Susan DelVecchioCompares salespeople’s and managers’ perceptions of control. Salespeople in this sample of manufacturing firms perceive they are granted more control over sales‐call related…
ISSN:
0885-8624Online date, start – end:
1986Copyright Holder:
Emerald Publishing LimitedOpen Access:
hybridMerged from:
IMP JournalEditors:
- Dr. Wesley Johnston
- Dr Ivan Snehota