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Research Details
The Changing Environment of Selling and Sales Management, Journal of Personal Selling & Sales Management
Abstract
New developments and trends in selling and sales management are creating demands and opportunities that require adaptation and new approaches on the part of both sales organizations and academic researchers. This article summarizes critical dimensions of change in the environment that affect the practice of selling and sales management and introduces the papers that follow in this Anniversary Special Issue of JPSSM.
Type
Article
Author(s)
Eli Jones, Steven P Brown, Andris Zoltners, Barton A. Weitz
Date Published
2005
Citations
Jones, Eli, Steven P Brown, Andris Zoltners, and Barton A. Weitz. 2005. The Changing Environment of Selling and Sales Management. Journal of Personal Selling & Sales Management.(2): 105-111.