Bibliographic Details
| Title: |
Personal selling and sales management abstracts. |
| Authors: |
McClure, Colleen E. |
| Source: |
Journal of Personal Selling & Sales Management; Dec2025, Vol. 45 Issue 4, p446-458, 13p |
| Subject Terms: |
SALES management, EMOTIONAL intelligence, ETHICAL problems, CUSTOMER relations, SALES presentations, PROFITABILITY, CONSUMER behavior |
| Abstract: |
The article focuses on summarizing recent academic literature related to personal selling and sales management, categorizing over fifty publications into various topic areas such as buyer behavior, sales management functions, and ethical issues. Each summary highlights key findings from studies, including the impact of salespeople's autonomy on negotiation preparation, the effects of pricing discretion on profitability and customer satisfaction, and the role of emotional intelligence in enhancing sales effectiveness. The article serves as a resource for readers interested in current trends and research in sales practices, providing insights into the complexities of sales management and the factors influencing sales performance. [Extracted from the article] |
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Copyright of Journal of Personal Selling & Sales Management is the property of Taylor & Francis Ltd and its content may not be copied or emailed to multiple sites without the copyright holder's express written permission. Additionally, content may not be used with any artificial intelligence tools or machine learning technologies. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.) |
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