Utilization of sales management knowledge and identification of contributors: an analysis of JPSSM 1980-1990
Article Abstract:
The unitization of the JPSSM in enhancing sales management knowledge was analyzed by a cross citation of JPSSM articles in other journals and sales management textbooks which found that the JPSSM has made a basic contribution to the sales and sales management literature. An examination of authorships and institutional contributors to the sales and sales management literature in the JPSSM was also conducted. A large number of both individuals and institutions have contributed articles to the JPSSM, indicating a breadth of research on sales. However, a relatively few contributors accounted for a significant proportion of JPSSM articles, suggesting a concentration of research efforts by both individuals and institutions. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1991
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Sales technology applications: interactive video technology in sales training: a case study
Article Abstract:
Interactive video (IV), a new technology for training, has had a recent surge in popularity. The use of interactive video technology has been reported to reduce training costs, increase quality, and decrease the amount of time required for training. The major characteristics of this new technology are presented. A state-of-the-art application of an IV system for sales training developed at BellSouth Services is discussed. The results confirm that IV is a promising new sales training tool. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1991
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Selling from 1900 to 1949: a historical perspective
Article Abstract:
Selling has developed dramatically in the twentieth century. It has changed from largely an independent and unstructured activity to a modern and scientifically managed profession that has contributed to the economic growth of this century. This paper examines its development from 1900 to 1950, focusing on the practices, events, and philosophies that have influenced the selling profession. (Reprinted by permission of the publisher.)
Publication Name: Journal of Personal Selling & Sales Management
Subject: Retail industry
ISSN: 0885-3134
Year: 1988
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