The Changing Environment of Selling and Sales Management, Journal of Personal Selling & Sales Management
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.
Eli Jones, Steven P Brown, Andris Zoltners, Barton A. Weitz
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. 25(2): 105-111.