THE CHANGING ENVIRONMENT OF SELLING AND SALES MANAGEMENT

被引：197

作者：

Jones, Eli ^{[1
]}

Brown, Steven P. ^{[2
]}

Zoltners, Andris A. ^{[3
]}

Weitz, Barton A. ^{[4
,5
]}

机构：

[1] Univ Houston, CT Bauer Coll Business, Sales Excellence Inst, Houston, TX 77004 USA

[2] Univ Houston, CT Bauer Coll Business, Mkt, Houston, TX 77004 USA

[3] Northwestern Univ, Kellogg Sch Management, Mkt, Evanston, IL 60208 USA

[4] Univ Florida, Warrington Coll Business, Mkt, Gainesville, FL 32611 USA

[5] Univ Florida, Warrington Coll Business, David F Miller Ctr Retailing Educ & Res, Gainesville, FL 32611 USA

来源：

JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT | 2005年 / 25卷 / 02期

关键词：

D O I：

10.1080/08853134.2005.10749052

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

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 Special Issue of JPSSM.

引用

页码：105 / 111

页数：7

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