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Journal Articles
The Knack of Selling: scientific salesmanship, relational themes and military metaphors in early marketing thought
Available to Purchase
Journal of Historical Research in Marketing (2020) 12 (2): 239–262.
Published: 11 June 2020
..., as customer needs and interests shifted, so did organizational and salesperson performances. To keep sales talks relevant to the consumer, personnel were encouraged to undertake rudimentary ethnographic research and interviews. Unusually, there is oscillation in the way power relations between marketer...
