search query: @author LaForge, R. W. / total: 5
reference: 1 / 5
« previous | next »
| Author: | Ingram, T. N. LaForge, R. W. Leigh, T. W. |
| Title: | Selling in the new millenium: A joint agenda |
| Journal: | Industrial Marketing Management
2002 : OCT, VOL. 31:7, p. 559-567 |
| Index terms: | Sales management Sales methods Customers Industrial relations |
| Language: | eng |
| Abstract: | Progressive sales organizations are becoming more strategic in their approaches to the initiation, development, and enhancement of customer relationships. In moving to a more strategic, less tactical approach, these organizations are exploring new leadership models to direct change. This article presents a 15-point joint agenda following a review of pertinent research in the sales strategy, leadership, and technology areas. This joint agenda offers action items, food for thought, and research ideas for sales executives, academicians, trainers, consultants, and professional organizations. |
« previous | next »
SCIMA