search query: @freeterm PERSONAL SELLING / total: 2
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Author: | Ulaga, W. Sharma, A. |
Title: | Complex and strategic decision making in organizations: implications for personal selling and sales management |
Journal: | Industrial Marketing Management
2001 : JUL. VOL. 30:5, p. 427-440 |
Index terms: | DECISION MAKING SALES MANAGEMENT |
Freeterms: | PERSONAL SELLING |
Language: | eng |
Abstract: | This article seeks to understand complex or strategic decision making and suggest personal selling and sales management strategies to enable organizations to effectively sell in complex decision-making environments. |
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