New selling methods are changing industrial sales management

Richard N Cardozo, Shannon Shipp

Research output: Contribution to journalArticlepeer-review

26 Scopus citations


Changes in the business environment require changes in selling methods, which, in turn, lead to changes in organizational structure. Industrial sales managers face a choice between seeing their jobs shrink around them or planning for these changes.

Original languageEnglish (US)
Pages (from-to)23-28
Number of pages6
JournalBusiness Horizons
Issue number5
StatePublished - Jan 1 1987


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