THE CHANGING ENVIRONMENT OF SELLING AND SALES MANAGEMENT uri icon

abstract

  • New developments and trends in selling and sales management are creating demands and opportunities that require adaptation and new approaches on the part of both sales organizations and academic researchers. This paper summarizes critical dimensions of change in the environment that affect the practice of selling and sales management and introduces the papers that follow in this Anniversary Specialissue of JPSSM. 2005 PSE National Educational Foundation. All rights reserved.

published proceedings

  • JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT

author list (cited authors)

  • Jones, E., Brown, S. P., Zoltners, A. A., & Weitz, B. A.

citation count

  • 62

complete list of authors

  • Jones, Eli||Brown, Steven P||Zoltners, Andris A||Weitz, Barton A

publication date

  • January 2005