A framework for personal selling to organizations
- 12 April 1980
- journal article
- Published by Elsevier in Industrial Marketing Management
- Vol. 9 (2), 143-149
- https://doi.org/10.1016/0019-8501(80)90021-8
Abstract
No abstract availableThis publication has 6 references indexed in Scilit:
- The social psychology of industrial buying and sellingIndustrial Marketing Management, 1978
- A critical review of recent organizational buying researchIndustrial Marketing Management, 1978
- Aspects of industrial buying behavior relevant to supplier account strategiesIndustrial Marketing Management, 1977
- The Underestimated Potential of the Canned Sales PresentationJournal of Marketing, 1975
- A Model of Industrial Buyer BehaviorJournal of Marketing, 1973
- Selling as a Dyadic Relationship – A New ApproachAmerican Behavioral Scientist, 1963