Greg W. Marshall

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This paper builds on the drivers of change in selling and sales management as described in an earlier paper in this issue by Jones et al. (2005, this issue). The underlying theme of their paper (and, indeed, of all the papers in this Special Issue) is that due to a number of changes in the external environment, the nature of the sales position has changed(More)
Very Important Notice: This class adheres to grade integrity. Do not expect an easy and inflated grade. You should not be in this class if: (1) you cannot take good notes, (2) you will not have adequate time to study, (3) you don’t know how to study, (4) you cannot be in class on a regular and timely basis, and (5) you are unable to adhere to the policy on(More)
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