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The Evolution of Personal Selling

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References

1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
1987Perspectives on Behavior-Based versus Outcome-Based Salesforce Control Systems1,197 cited
1992Developments in Marketing Science584 cited
1989Evolutionary Processes in Competitive Markets: Beyond the Product Life Cycle314 cited
1986Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople's Motivation313 cited
1988How Modern Is Modern Marketing? Marketing's Evolution and the Myth of the "Production Era"309 cited
2014Sales & marketing management248 cited
1984Industrial Salesperson Development: A Career Stages Perspective245 cited
1989Developing and protecting profitable customer relationships240 cited
1986Selling Activity and Sales Position Taxonomies for Industrial Salesforces236 cited
2013Gaining Customer Trust: A Conceptual Guide for the Salesperson214 cited
1986The Influence of Career Stages on Salespeople's Job Attitudes, Work Perceptions, and Performance214 cited
1979Delegating Pricing Authority to the Sales Force: The Effects on Sales and Profit Performance126 cited
1985Analytical Models of Competition with Implications for Marketing: Issues, Findings, and Outlook112 cited

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Cited by

1996Global key account management and systems selling113 cited
2001The Strategic Role of the Salesforce in Developing Customer Satisfaction Across the Relationship Lifecycle112 cited
2010Organizational factors enhancing customer knowledge utilization in the management of key account relationships109 cited
2015The impact of salesperson customer orientation on sales performance via mediating mechanism96 cited
1996The transformation of industrial selling: Causes and consequences82 cited
2003The global account manager as political entrepreneur82 cited
1993Job Analysis and Hiring Practices for National Account Marketing Positions71 cited
1999Designing account management organizations70 cited
1997The Evolution of National Account Management: A Literature Perspective65 cited
2008The effects of humour usage by financial advisors in sales encounters63 cited
2005The Role of Core Selling Teams In Supplier–Buyer Relationships62 cited
2008Executives' perspectives of the changing role of the sales profession: views from France, the United States, and Mexico54 cited
2005Sales technology within the salesperson's relationships: A research agenda48 cited
2017The role of delight in driving repurchase intentions38 cited
2003Antecedents and consequences of a firm's selling orientation36 cited
1998A Conceptual Scheme and Procedure for Classifying Sales Positions35 cited