Hiring for success at the buyer-seller interface

[1]  Greg W. Marshall,et al.  The Current State of Sales Force Activities , 1999 .

[2]  Neil Rackham,et al.  Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value , 1999 .

[3]  G. J. Bauer Emerging trends in sales thought and practice , 1998 .

[4]  Mary Ellen Gordon,et al.  What Skills are Most Important? A Comparison of Employer, Student, and Staff Perceptions , 1998 .

[5]  Michael Ahearne,et al.  Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance , 1998 .

[6]  Robert McMurrian,et al.  An Investigation into the Antecedents of Organizational Citizenship Behaviors in a Personal Selling Context , 1997 .

[7]  R. Ramsey,et al.  Listening to your customers: The impact of perceived salesperson listening behavior on relationship outcomes , 1997 .

[8]  C. Lamb,et al.  Integrating Skills and Content Knowledge in the Marketing Curriculum , 1995 .

[9]  Lawrence B. Chonko,et al.  Business School Education: Some Thoughts and Recommendations , 1993 .

[10]  Roger P. McIntyre An Approach to Fostering Creativity in Marketing , 1993 .

[11]  Stephen P. Ramocki A New Model to Implement Marketing Education , 1993 .

[12]  C. Stoner,et al.  The Importance of Skills of M.B.A. Students Seeking Marketing Positions: An Employers' Perspective , 1992 .

[13]  Clifford E. Young,et al.  In Search of Excellent Sales Organizations , 1992 .

[14]  J. Bettman,et al.  Knowledge Structure Differences between More Effective and Less Effective Salespeople , 1988 .

[15]  Barton A. Weitz,et al.  Knowledge, motivation, and adaptive behavior : a framework for improving selling effectiveness , 1986 .

[16]  William C. Moncrief,et al.  Selling Activity and Sales Position Taxonomies for Industrial Salesforces , 1986 .

[17]  Miriam B. Stamps,et al.  Employers' Importance Ratings of Student Characteristics: A Conjoint Analysis Approach , 1986 .

[18]  Michael L. Ursic,et al.  The Views of Marketing Recruiters, Alumni and Students about Curriculum and Course Structure , 1985 .

[19]  Gilbert A. Churchill,et al.  The determinants of salesperson performance: A meta-analysis. , 1985 .

[20]  Thomas V. Bonoma,et al.  Review of marketing , 1978 .

[21]  W. J. Lundstrom,et al.  Identifying successful industrial salesmen by personality and personal characteristics. , 1977 .