Now showing items 1-3 of 3
The training of sales managers: current practices
(Journal of Business & Industrial Marketing, 2012)
Purpose – The purpose of this paper is to examine sales manager training approaches, methods, and instructors (as well as their perceived effectiveness, frequency, and assessment). Design/methodology/approach – Utilizing ...
Social Media's Influence on Business-To-Business Sales Performance
(Journal of Personal Selling & Sales Management, 2012-07)
The implementation of social media technology in a firm’s marketing strategy has been adopted by some forward-thinking sales forces. Sharing content and building a network of contacts are the principles behind social ...
Direct Marketing and Distribution: The Case of Redbox
(Journal of the Academy of Business Education, 2012-09)
Teaching concepts in direct marketing and distribution can be interesting and rewarding. Using a case that highlights advances in direct marketing technology and offers significant customer value can help overcome lack ...