THE CHANGING ENVIRONMENT OF SELLING AND SALES MANAGEMENT

@inproceedings{Brown2005THECE,
  title={THE CHANGING ENVIRONMENT OF SELLING AND SALES MANAGEMENT},
  author={Steven P. Brown and Andris A. Zoltners and Barton A. Weitz},
  year={2005}
}
© 2005 PSE National Educational Foundation. All rights reserved. ISSN 0885-3134 / 2005 $9.50 + 0.00. Although effective selling and sales management are often critical to marketing success, the stature of this research domain—and progress of knowledge within it—have fallen behind other areas. Difficulties in data access and the perception of some that sales is not integral to marketing may have contributed to this situation. Although there is a rich tradition of research in selling and sales… CONTINUE READING

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