Broadening the scope of relationship selling

Journal of Personal Selling and Sales Management

Volumn 17, Issue 4, 1997, Pages 75-88

  Jolson, Marvin A ^a  

^a GEORGE WASHINGTON UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 85009576966     PISSN: 08853134     EISSN: 15577813     Source Type: Journal    
DOI: 10.1080/08853134.1997.10754112     Document Type: Article

References (28)

1. Adler, Mortimer J. (1983), How to Speak-How to Listen, New York: Macmillan Publishing Company.
2. Alessandra, Anthony J., Phillip S. Wexler, and Jerry D. Deen (1979), Non-Manipulative Selling, Reston, VA: Reston Publishing Company.
3. Alessandra, Anthony J and Rick Barrera (1993), Collaborative Selling, New York: John Wiley & Sons.
4. Anderson, Rolph E. (1996), “Personal Selling and Sales Management in the New Millennium,” Journal of Personal Selling & Sales Management, XVI(Fall), 17-32.
5. Butler, Charles,“Why the Bad Rap,” Sales & Marketing Management, (June 1996), 58-66.
6. Carlyn, C, (1977), “An Assessment of the Myers-Briggs Type Indicator,” Journal of Personality Assessment, 41 (2), 46173.
7. Cialdini, Robert B. (1984), Influence., New York: William Morrow Publishers.
8. Cohen, Andy (1985), “Should Your Salespeople Be Certified?” Sales & Marketing Management, (April), 138-143.
9. Colletti, Jerome A. and Gary S. Tubridy (1987),“Effective Major Account Sales Management,” Journal of Personal Selling & Sales Management, VII(August), 1 -10.
10. Coughlan, Anne T. and Kent Grayson (1996),“Network Marketing Organizations,” Working Paper (September), 1-44.
11. Foster, William and Ron Wunderlin (1980) “Some Interpersonal Dynamics of Selling,” Non published working paper, University of Illinois.
12. Hersey, Paul (1988), Selling A Behavioral Science Approach, Upper Saddle River, NJ: Prentice Hall, Inc.
13. Hunt, James M. and Michael F. Smith (1987), “The Persuasive Impact of Two-Sided Selling Appeals: The Case of the Unfamiliar Audience.” Journal of the Academy of Marketing Science, 15 (Spring), 11-18.
14. Ingram, Thomas (1996), “Relationship Selling: Moving From Rhetoric to Reality,” Mid-American Journal of Business II (Spring), 5-14.
15. Jackson, Barbara B. (1985), Winning & Keeping Industrial Customers, Lexington, MA: D.C. Heath & Company.
16. Jolson, Marvin A. (1986), “Prospecting by Telephone Prenotification: An Application of the Foot-in-the-Door Technique,” Journal of Personal Selling & Sales Management, Nil (August), 39-42
17. Jolson, Marvin A. (1987), “Who said Modern Telemarketing Doesn’t Include Cold Call Prospecting?”, Proceedings of the Telecommunications Marketing Conference, The University of Rhode Island (May), 186-94.
18. Jolson, Marvin A. and Lucette B. Comer (1992), “Predicting the Effectiveness of Industrial Salespeople,"Industrial Marketing Management (February), 72.
19. Manning, Gerald L. and Barry L. Reece (1995), Selling Today, Upper Saddle River, NJ: Prentice Hall, Inc.
20. Marks, Ronald B. (1997), Personal Selling: A Relationship Approach, Upper Saddle River, NJ: Prentice Hall, Inc.
21. National Account Management Association (1996), “Death of a Sales Myth,” Wall Street Journal (May 23), 1.
22. Peeler, George H. (1996), Selling in the Quality Era, Cambridge, MA: Blackwell Publishers, Inc.
23. Plank, Richard E. and David A. Reid (1996), “Difference Between Success and Failure in Selling,” Marketing News (November 4), 6-12.
24. “Professional Best” (1996), Marketing News (November),4.
25. Schneider, Benjamin (1980), “The Service Organization: Climate is Crucial,” Organizational Dynamics, Mr (Autumn), 52-65.
26. Schultz, Don E. (1997), “Relationship Marketing: Cutting Both Ways,” Marketing News, (February 17), 8.
27. Wotruba, Thomas R. and Edwin K. Simpson (1992), Sales Management: Text and Cases, Boston: PWS-Kent.
28. Wotruba, Thomas R. and Stephen B. Castleberry (1993), Job Analysis and Hiring Practices for National Account Marketing Positions (Summer) 49-66.