New selling methods are changing industrial sales management

Richard N Cardozo; Shannon Shipp

doi:10.1016/0007-6813(87)90075-9

New selling methods are changing industrial sales management

Richard N Cardozo, Shannon Shipp

Strategic Management and Entrepreneurship

Research output: Contribution to journal › Article › peer-review

26 Scopus citations

Abstract

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 language	English (US)
Pages (from-to)	23-28
Number of pages	6
Journal	Business Horizons
Volume	30
Issue number	5
DOIs	https://doi.org/10.1016/0007-6813(87)90075-9
State	Published - Jan 1 1987

Publisher link

10.1016/0007-6813(87)90075-9

Find It

Find It at U of M Libraries

Cite this

@article{9dfb3d5c4a0e4d4eb5c457757919eecc,

title = "New selling methods are changing industrial sales management",

abstract = "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.",

author = "Cardozo, \{Richard N\} and Shannon Shipp",

year = "1987",

month = jan,

day = "1",

doi = "10.1016/0007-6813(87)90075-9",

language = "English (US)",

volume = "30",

pages = "23--28",

journal = "Business Horizons",

issn = "0007-6813",

publisher = "Elsevier Ltd",

number = "5",

}

TY - JOUR

T1 - New selling methods are changing industrial sales management

AU - Cardozo, Richard N

AU - Shipp, Shannon

PY - 1987/1/1

Y1 - 1987/1/1

N2 - 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.

AB - 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.

UR - https://www.scopus.com/pages/publications/38249033411

UR - https://www.scopus.com/inward/citedby.url?scp=38249033411&partnerID=8YFLogxK

U2 - 10.1016/0007-6813(87)90075-9

DO - 10.1016/0007-6813(87)90075-9

M3 - Article

AN - SCOPUS:38249033411

SN - 0007-6813

VL - 30

SP - 23

EP - 28

JO - Business Horizons

JF - Business Horizons

IS - 5

ER -

New selling methods are changing industrial sales management

Abstract

Publisher link

Find It

Other files and links

Fingerprint

Cite this