...John E. Cicala; Rachel K. Smith; Alan J. Bush Purpose This exploratory research aims to examine the commonalities and differences in how buyers and sellers perceive and characterize an effective sales presentation in an attempt to present issues/themes that may help start a dialogue...

...Mark C. Johlke Purpose The purpose of this article is to examine the relations between important sales presentation skills and salesperson job performance. Design/methodology/approach Data on each construct in the model was gathered and the relations analyzed using LISREL software. Findings...

... of paragraphs with infrequent subheadings. The net effect is disconcerting; as though different parts of the book were written by different people with little concern for how the various parts fit together. This is a particularly blaring fault given the topic of the book is on presenting information effectively...