Musicians are often left wondering how to design album art to attract sales. The general answer is that the album cover should “fit” the style of the song. However, what does this “fit” mean exactly is not clear. We propose that one element of the “matching in style” is emotional...

This book helps in building an optimally designed and customer-oriented sales organization. It places a special emphasis on purchasing decisions and leads to producing a decisive competitive advantage. The focus is on the sales enablement process as a holistic framework concept. It forms the...

Follow the road - The preparation and research avenue -- Turn right - Conversation entry with sample interruption -- Follow the road - The needs analysis -- Step on the gas - The appointment setting -- Detours - Objections, pretexts and how to handle them -- No speed limit - The appointment...

This study seeks to answer the following question: Can sales representatives enhance their performance through their acceptance of information technology (IT) tools? Using data collected from two companies, we show that despite uncertain results and the frequent resistance among salespeople to...

For over a century English husbands sold their wives at public auctions. We argue that wife sales were indirect Coasean divorce bargains that permitted wives to buy the right to exit marriage from their husbands in a legal environment that denied them the property rights required to buy that...

This Article is a survey of the highlights of noteworthy sales cases from 2011 decided under Article 2 of the Uniform Commercial Code. Particular Article 2 highlights include the cases of Benz Farm, LLP v. Cavendish Farms Inc. (modification under 2-209), Anunciacao v. Caterpillar Inc. (privity)...