The Changing Environment of Selling and Sales Management
Journal of Personal Selling and Sales ManagementPublished 1 March 2005Open access
Eli Jones, Steven P. Brown, Andris A. Zoltners, Barton A. Weitz
Citations320
SJR quartileQ1
SJR score1.57
SNIP1.26
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Abstract
New developments and trends in selling and sales management are creating demands and opportunities that require adaptation and new approaches on the part of both sales organizations and academic researchers. This paper summarizes critical dimensions of change in the environment that affect the practice of selling and sales management and introduces the papers that follow in this Anniversary Special Issue of JPSSM.
Keywords
Business, Management and Accounting
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