Articles

Articles

• The Role and Importance of the Salesperson in Creating a Competitive Advantage
• The Relationship of Job Image, Performance, and Job Satisfaction to Inactivity-Proneness of Direct Salespeople
• Techniques That Reduce Salesforce Frustration
• Stereotype of the Salesman
• Prospecting by Telephone Prenotification: An Application of the Foot-in-the-Door Technique
• Potential Impact of ‘Cooling-Off’ Laws on Direct-to-Home Selling
• Negotiating with a Customer You Can’t Afford to Lose
• Met Expectations and Turnover in Direct Selling
• Measurement of Trust in Salesperson-Customer Relationships in Direct Selling
• Full-Time vs. Part-Time Salespeople: A Comparison on Job Satisfaction
• Electronic Marketing in the 1990s
• Comparisons of Salespeople in Multilevel vs. Single Level Direct Selling Organizations
• A Survey of Sales Incentive Programs