The Impact of Adaptive Seiling on Sales Effectiveness Within the Pharmaceutical Industry-Reference-Cited by-同舟云学术

The Impact of Adaptive Seiling on Sales Effectiveness Within the Pharmaceutical Industry

Published:1994-07 Issue:3 Volume:2 Page:106-125
ISSN:1069-6679
Container-title:Journal of Marketing Theory and Practice
language:en
Short-container-title:Journal of Marketing Theory and Practice

Author:

Blackshear Thomas¹,Plank Richard²

Affiliation:

1. Lincoln Memorial University

2. Western Michigan University

Publisher

Informa UK Limited

Subject

Marketing

Link

https://www.tandfonline.com/doi/pdf/10.1080/10696679.1994.11501662

Reference31 articles.

1. Anglin, Kenneth A. (1990),Cognitive Sales Scripts and Sales Performance, Unpublished Doctoral Dissertation, Lincoln, NE: University of Nebraska.

2. Measuring the performance of industrial salespersons

3. Bodkin, Charles D. (1990),The Adaptive Behavior Construct and Its Effect on Salesperson Performance, Unpublished Doctoral Dissertation, Blacksburg, VA: Virginia Polytechnic University.

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