Better measurement practices are critical to better understanding of sales management issues

Article Abstract:

The study of personal selling and sales management shares a characteristic common to other areas of scientific inquiry. If knowledge and understanding of its phenomena are to advance, then its measurement tools must also. This article overviews the conceptual foundations of measurement in terms of how they apply to sales research. It reviews the notion of reliability and validity and the types of evidence they provide regarding the quality of measures. It also offers suggestions on how sales researchers should proceed when working with new or borrowed measures. (Reprinted by pemrission of the publisher.)

Electronic computers, Usage, Innovations, Computer industry, Sales management, Psychiatric rating scales, Psychiatric status rating scales

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The new model of personal selling: micromarketing

Article Abstract:

In many markets personal selling is a critical component of marketing success. Yet despite an increasing amount of prescriptive marketing literature advocating a customer-oriented business approach, very little has beem written about personnel selling from a customer-oriented perspective. Based on the belief that, as part of the marketing process, personal selling should share the same customer-oriented philosophy amd methodology, this article presents a new model of the personal selling process. (Reprinted by permission of the publisher.)

Customer service

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Selling partner relationships: the role of interdependence and relative influence

Article Abstract:

Issues discussed concern the management of selling alliances between businesses thriving in dynamic markets, focusing on the development of sales opportunities between organizations. A model for effective selling partner relationships that includes cooperation, mutual trust, interdependence, and relative influence is proposed.

United States, Statistical Data Included, Strategic alliances (Business), Buy-sell agreements

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