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1
Manage the customer, not just the sales force
Shapiro, Benson P.
- In:
Harvard business review : HBR
52
(
1974
)
5
,
pp. 127-136
Persistent link: https://www.econbiz.de/10002791640
Saved in:
2
Direct selling : consumer vs salesman : is conflict inevitable?
Jolson, Marvin A.
- In:
Business horizons
15
(
1972
)
5
,
pp. 87-95
Persistent link: https://www.econbiz.de/10003169645
Saved in:
3
Erkenntnisse der Kommunikationsforschung für die Optimierung des Verkäuferverhaltens
Bänsch, Axel
- In:
Jahrbuch der Absatz- und Verbrauchsforschung
23
(
1977
)
1
,
pp. 105-119
Persistent link: https://www.econbiz.de/10001849318
Saved in:
4
The buyer as a salesman
Stuteville, John R.
- In:
Journal of marketing
32
(
1968
)
3
,
pp. 14-18
Persistent link: https://www.econbiz.de/10002892042
Saved in:
5
The influence of personal communication on a buyer's choice criteria in the salesman/buyer dyad
O'Shaughnessy, John
- In:
Models of buyer behavior
,
(pp. 169-198)
.
1974
Persistent link: https://www.econbiz.de/10002607831
Saved in:
6
Selling as an interpersonal influence process
O'Shaughnessy, John
- In:
Journal of retailing
47
(
1971/72
)
4
,
pp. 32-46
Persistent link: https://www.econbiz.de/10002607839
Saved in:
7
ʺThe clerking sisterhoodʺ : rationalisation and the work culture of saleswomen in American department stores, 1890-1960
Benson, Susan Porter
- In:
Workers' struggles, past and present : a "Radical …
,
(pp. 101-116)
.
1983
Persistent link: https://www.econbiz.de/10001900369
Saved in:
8
ʺThe customers ain't godʺ : the work culture of department-store saleswomen, 1890-1940
Benson, Susan Porter
- In:
Working-class America : essays on labor, community, and …
,
(pp. 185-211)
.
1983
Persistent link: https://www.econbiz.de/10001900378
Saved in:
9
How to recruit good salesmen
Bernstein, Henry R.
- In:
Readings in sales management
,
(pp. 305-316)
.
1970
Persistent link: https://www.econbiz.de/10001905908
Saved in:
10
Should salesmens̕ compensation be geared to profits?
Day, Ralph L.
;
Bennett, Peter D.
- In:
Journal of marketing
26
(
1962
)
4
,
pp. 6-9
Persistent link: https://www.econbiz.de/10002062269
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