Internationalizing Sales Research: Current Status, Opportunities, and Challenges von Panagopoulos, Nikolaos G., Lee, Nick, Pullins, Ellen Bolman, Avlonitis, George J., Brassier, Pascal, Guenzi, Paolo, Humenberger, Anna, Kwiatek, Piotr, Loe, Terry W., Oksanen-Ylikoski, Elina, Peterson, Robert M., Rogers, Beth, Weilbaker, Dan C.

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Cultural Intelligence in Cross-Cultural Selling: Propositions and Directions for Future Research von Hansen, John D., Singh, Tanuja, Weilbaker, Dan C., Guesalaga, Rodrigo

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The training of sales managers: Current practice von Gordon, Geoffrey L, Sepherd, C. David, Lambert, Brian, Ridnour, Rick E, Weilbaker, Dan C

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The new product development process: let the voice of the salesperson be heard von Judson, Kimberly, Schoenbachler, Denise D, Gordon, Geoffrey L, Ridnour, Rick E, Weilbaker, Dan C

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Sales manager training practices in small and large firms von Shepherd, C. David, Gordon, Geoffrey L., Ridnour, Rick E., Weilbaker, Dan C., Lambert, Brian

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The Evolution of National Account Management: A Literature Perspective von Weilbaker, Dan C., Weeks, William A.

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The Identification of Selling Abilities Needed for Missionary Type Sales von Weilbaker, Dan C.

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WHAT TO CONSIDER BEFORE DEVELOPING A SPECIALIZATION (TRACK, EMPHASIS, OR CENTER): PERSONAL SELLING AS A TEMPLATE von Weilbaker, Dan C

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Attracting Graduates to Sales Positions: The Role of Recruiter Knowledge von Weilbaker, Dan C., Merritt, Nancy J.

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The Role of Selling Situation, Sales Message Formulation, and Buyer's Career Stage on Buyer Decision Framing von Weilbaker, Dan C., Blasiman, Mark S.

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The Effect of Plausible and Exaggerated Reference Prices on Consumer Perceptions and Price Search von Urbany, Joel E., Bearden, William O., Weilbaker, Dan C.

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KEY ACCOUNT VS. OTHER SALES MANAGEMENT SYSTEMS: IS THERE A DIFFERENCE IN PROVIDING CUSTOMER INPUT DURING THE NEW PRODUCT DEVELOPMENT PROCESS? von Judson, Kimberly M, Gordon, Geoffrey L, Ridnour, Rick E, Weilbaker, Dan C

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Letter from the Special Issue Editor von Weilbaker, Dan C.

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Special Abstract Section: National Conference in Sales Management von Weilbaker, Dan C.

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Special Abstract Section: National Conference in Sales Management von Weilbaker, Dan C.

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Special Abstract Section: National Conference in Sales Management von Weilbaker, Dan C.

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Application of the Elaboration Likelihood Model to Teaching Personal Selling von Weilbaker, Dan C., West, James S.

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Selecting the Optimum Number of In-Class Sales Presentations von Calcich, Stephen E., Weilbaker, Dan C.

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Advertised Comparative Price Effects on Buyer Perceptions and Behavior: A Model and Empirical Test von Urbany, Joel E, Bearden, William O, Weilbaker, Dan C

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