Zarhorsky, Darrel. (2005) The 5 Biggest Sales Management Blunders About.com. Retrieved 21 Apr 2005 at http://sbinformation.about.com/od/sales/a/salesmanagement_2.htm
Curriculum Design
Wotruba, T.R., Simpson, E.K, & Reed-Daznik, J.L. The recruiting interview as perceived by college student applicants for sales positions. Journal of Personal Selling & Sales Management, 9(3). 13-24.
Recruiting the Recent College Graduate
Barksdale-Jr., Hiram C, et al. "The Impact of Realistic Job Previews and Perceptions of Training on Sales Force Performance and Continuance Commitment: A Longitudinal Test." The Journal of Personal Selling & Sales Management 23.2 (2003): 125.
Compensation and Benefits in the IT Industry
Stevens, C.D., & Macintosh, G.(2003) Personality and attractiveness of activities within sales jobs. Journal of Personal Selling & Sales Management (23)1: 23-36.
Humanistic and Interactionist Theories of Psychology
Wood, W. (1994), `Reinventing The Sales force', Journal Of Personal Selling and Sales Management, Volume 21, Number 3
Personal Selling
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