Highlights two major directions in the character of the personal selling function — the first is the increasing professional nature of industrial selling, the second is growing managerial orientation within selling. Notes the selling process is evolving and broadening in ways which can make...

Proposes an increasing role for the salesforce in the new product development process. Describes how the sales job itself has been evolving toward one of relationship building with customers, and how marketplace and economic changes such as globalization and large debt have caused firms to look...