The Current State of Sales Force Activities

The Current State of Sales Force Activities

Despite major changes in sales organizations and the sales environment over the last decade, no systematic updating of sales force activities has been undertaken since 1986. This article reports the process and results of a sales activities update, including 49 new activities not previously reported...

Ausführliche Beschreibung

Gespeichert in:
Bibliographische Detailangaben
Veröffentlicht in:Industrial marketing management 1999, Vol.28 (1), p.87-98
Hauptverfasser: Marshall, Greg W, Moncrief, William C, Lassk, Felicia G
Format: Artikel
Sprache:eng
Schlagworte:
Professional responsibilities
Salespeople
Studies
Online-Zugang:Volltext
Tags: Tag hinzufügen
Keine Tags, Fügen Sie den ersten Tag hinzu!
container_end_page 98
container_issue 1
container_start_page 87
container_title Industrial marketing management
container_volume 28
creator Marshall, Greg W
Moncrief, William C
Lassk, Felicia G
description Despite major changes in sales organizations and the sales environment over the last decade, no systematic updating of sales force activities has been undertaken since 1986. This article reports the process and results of a sales activities update, including 49 new activities not previously reported in the 1986 study. The resulting list of new sales activities is presented and discussed, and the importance of the findings to sales organizations and sales researches is addressed.
doi_str_mv 10.1016/S0019-8501(98)00025-X
format Article
fullrecord <record><control><sourceid>proquest_cross</sourceid><recordid>TN_cdi_proquest_journals_204478003</recordid><sourceformat>XML</sourceformat><sourcesystem>PC</sourcesystem><els_id>S001985019800025X</els_id><sourcerecordid>39191043</sourcerecordid><originalsourceid>FETCH-LOGICAL-c553t-50b3be968255136f65c7c9d943f8a9b191565fcfc641013c269d3b56e3ae3b5d3</originalsourceid><addsrcrecordid>eNqFkEFLAzEUhIMoWKs_QVg8KbL6stlkk5OUYlUoeGiF3sJu9gVTarcmaaH_3rQrXj3N5XvzZoaQawoPFKh4nAFQlUsO9FbJOwAoeL44IQMqK5YXIIpTMvhDzslFCMsEAYNyQO7nn5iNt97jOmazWEfMOpvN6hWGbNJ5g9nIRLdz0WG4JGe2XgW8-tUh-Zg8z8ev-fT95W08muaGcxZzDg1rUAlZcE6ZsIKbyqhWlczKWjVUUS64NdaIMsVnphCqZQ0XyGpM2rIhuel9N7773mKIetlt_Tq91AWUZSVT9gTxHjK-C8Gj1Rvvvmq_1xT0YRZ9nEUfOmsl9XEWvUh3T_0dpgY7h14H43BtsHUeTdRt5_5x-AHHaGdl</addsrcrecordid><sourcetype>Aggregation Database</sourcetype><iscdi>true</iscdi><recordtype>article</recordtype><pqid>204478003</pqid></control><display><type>article</type><title>The Current State of Sales Force Activities</title><source>Access via ScienceDirect (Elsevier)</source><creator>Marshall, Greg W ; Moncrief, William C ; Lassk, Felicia G</creator><creatorcontrib>Marshall, Greg W ; Moncrief, William C ; Lassk, Felicia G</creatorcontrib><description>Despite major changes in sales organizations and the sales environment over the last decade, no systematic updating of sales force activities has been undertaken since 1986. This article reports the process and results of a sales activities update, including 49 new activities not previously reported in the 1986 study. The resulting list of new sales activities is presented and discussed, and the importance of the findings to sales organizations and sales researches is addressed.</description><identifier>ISSN: 0019-8501</identifier><identifier>EISSN: 1873-2062</identifier><identifier>DOI: 10.1016/S0019-8501(98)00025-X</identifier><identifier>CODEN: IMMADX</identifier><language>eng</language><publisher>New York: Elsevier Inc</publisher><subject>Professional responsibilities ; Salespeople ; Studies</subject><ispartof>Industrial marketing management, 1999, Vol.28 (1), p.87-98</ispartof><rights>1999 Elsevier Science Inc.</rights><rights>Copyright Elsevier Sequoia S.A. Jan 1999</rights><lds50>peer_reviewed</lds50><oa>free_for_read</oa><woscitedreferencessubscribed>false</woscitedreferencessubscribed><citedby>FETCH-LOGICAL-c553t-50b3be968255136f65c7c9d943f8a9b191565fcfc641013c269d3b56e3ae3b5d3</citedby><cites>FETCH-LOGICAL-c553t-50b3be968255136f65c7c9d943f8a9b191565fcfc641013c269d3b56e3ae3b5d3</cites></display><links><openurl>$$Topenurl_article</openurl><openurlfulltext>$$Topenurlfull_article</openurlfulltext><thumbnail>$$Tsyndetics_thumb_exl</thumbnail><linktohtml>$$Uhttps://dx.doi.org/10.1016/S0019-8501(98)00025-X$$EHTML$$P50$$Gelsevier$$H</linktohtml><link.rule.ids>314,780,784,3550,4024,27923,27924,27925,45995</link.rule.ids></links><search><creatorcontrib>Marshall, Greg W</creatorcontrib><creatorcontrib>Moncrief, William C</creatorcontrib><creatorcontrib>Lassk, Felicia G</creatorcontrib><title>The Current State of Sales Force Activities</title><title>Industrial marketing management</title><description>Despite major changes in sales organizations and the sales environment over the last decade, no systematic updating of sales force activities has been undertaken since 1986. This article reports the process and results of a sales activities update, including 49 new activities not previously reported in the 1986 study. The resulting list of new sales activities is presented and discussed, and the importance of the findings to sales organizations and sales researches is addressed.</description><subject>Professional responsibilities</subject><subject>Salespeople</subject><subject>Studies</subject><issn>0019-8501</issn><issn>1873-2062</issn><fulltext>true</fulltext><rsrctype>article</rsrctype><creationdate>1999</creationdate><recordtype>article</recordtype><recordid>eNqFkEFLAzEUhIMoWKs_QVg8KbL6stlkk5OUYlUoeGiF3sJu9gVTarcmaaH_3rQrXj3N5XvzZoaQawoPFKh4nAFQlUsO9FbJOwAoeL44IQMqK5YXIIpTMvhDzslFCMsEAYNyQO7nn5iNt97jOmazWEfMOpvN6hWGbNJ5g9nIRLdz0WG4JGe2XgW8-tUh-Zg8z8ev-fT95W08muaGcxZzDg1rUAlZcE6ZsIKbyqhWlczKWjVUUS64NdaIMsVnphCqZQ0XyGpM2rIhuel9N7773mKIetlt_Tq91AWUZSVT9gTxHjK-C8Gj1Rvvvmq_1xT0YRZ9nEUfOmsl9XEWvUh3T_0dpgY7h14H43BtsHUeTdRt5_5x-AHHaGdl</recordid><startdate>1999</startdate><enddate>1999</enddate><creator>Marshall, Greg W</creator><creator>Moncrief, William C</creator><creator>Lassk, Felicia G</creator><general>Elsevier Inc</general><general>Elsevier Sequoia S.A</general><scope>AAYXX</scope><scope>CITATION</scope><scope>8BJ</scope><scope>FQK</scope><scope>JBE</scope></search><sort><creationdate>1999</creationdate><title>The Current State of Sales Force Activities</title><author>Marshall, Greg W ; Moncrief, William C ; Lassk, Felicia G</author></sort><facets><frbrtype>5</frbrtype><frbrgroupid>cdi_FETCH-LOGICAL-c553t-50b3be968255136f65c7c9d943f8a9b191565fcfc641013c269d3b56e3ae3b5d3</frbrgroupid><rsrctype>articles</rsrctype><prefilter>articles</prefilter><language>eng</language><creationdate>1999</creationdate><topic>Professional responsibilities</topic><topic>Salespeople</topic><topic>Studies</topic><toplevel>peer_reviewed</toplevel><toplevel>online_resources</toplevel><creatorcontrib>Marshall, Greg W</creatorcontrib><creatorcontrib>Moncrief, William C</creatorcontrib><creatorcontrib>Lassk, Felicia G</creatorcontrib><collection>CrossRef</collection><collection>International Bibliography of the Social Sciences (IBSS)</collection><collection>International Bibliography of the Social Sciences</collection><collection>International Bibliography of the Social Sciences</collection><jtitle>Industrial marketing management</jtitle></facets><delivery><delcategory>Remote Search Resource</delcategory><fulltext>fulltext</fulltext></delivery><addata><au>Marshall, Greg W</au><au>Moncrief, William C</au><au>Lassk, Felicia G</au><format>journal</format><genre>article</genre><ristype>JOUR</ristype><atitle>The Current State of Sales Force Activities</atitle><jtitle>Industrial marketing management</jtitle><date>1999</date><risdate>1999</risdate><volume>28</volume><issue>1</issue><spage>87</spage><epage>98</epage><pages>87-98</pages><issn>0019-8501</issn><eissn>1873-2062</eissn><coden>IMMADX</coden><abstract>Despite major changes in sales organizations and the sales environment over the last decade, no systematic updating of sales force activities has been undertaken since 1986. This article reports the process and results of a sales activities update, including 49 new activities not previously reported in the 1986 study. The resulting list of new sales activities is presented and discussed, and the importance of the findings to sales organizations and sales researches is addressed.</abstract><cop>New York</cop><pub>Elsevier Inc</pub><doi>10.1016/S0019-8501(98)00025-X</doi><tpages>12</tpages><oa>free_for_read</oa></addata></record>
fulltext fulltext
identifier ISSN: 0019-8501
ispartof Industrial marketing management, 1999, Vol.28 (1), p.87-98
issn 0019-8501
1873-2062
language eng
recordid cdi_proquest_journals_204478003
source Access via ScienceDirect (Elsevier)
subjects Professional responsibilities
Salespeople
Studies
title The Current State of Sales Force Activities
url https://sfx.bib-bvb.de/sfx_tum?ctx_ver=Z39.88-2004&ctx_enc=info:ofi/enc:UTF-8&ctx_tim=2024-12-23T04%3A42%3A00IST&url_ver=Z39.88-2004&url_ctx_fmt=infofi/fmt:kev:mtx:ctx&rfr_id=info:sid/primo.exlibrisgroup.com:primo3-Article-proquest_cross&rft_val_fmt=info:ofi/fmt:kev:mtx:journal&rft.genre=article&rft.atitle=The%20Current%20State%20of%20Sales%20Force%20Activities&rft.jtitle=Industrial%20marketing%20management&rft.au=Marshall,%20Greg%20W&rft.date=1999&rft.volume=28&rft.issue=1&rft.spage=87&rft.epage=98&rft.pages=87-98&rft.issn=0019-8501&rft.eissn=1873-2062&rft.coden=IMMADX&rft_id=info:doi/10.1016/S0019-8501(98)00025-X&rft_dat=%3Cproquest_cross%3E39191043%3C/proquest_cross%3E%3Curl%3E%3C/url%3E&disable_directlink=true&sfx.directlink=off&sfx.report_link=0&rft_id=info:oai/&rft_pqid=204478003&rft_id=info:pmid/&rft_els_id=S001985019800025X&rfr_iscdi=true