Issues

What national account decision makers would tell salespeople about building relationships

James S. Boles; Hiram C. Barksdale
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Distinguishing between manufacturer power and manufacturer salesperson power

James E. Zemanek; William M. Pride
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A comparison of the sales management training practices of smaller and larger organizations

C. David Shepherd
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How should women sales managers lead their sales personnel?

Alan J. Dubinsky
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Differences in salesperson and manager perceived control: a comparison of dyadic disagreements

Susan DelVecchio
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