Sales Force Management: Integrating Research Advances
提出一个三阶段模型，帮助管理者组织和关联个人销售与销售管理领域的不同研究方法。
Recently, much research attention has been focused on personal selling and sales management issues and this research has followed a variety of approaches. In this article, the authors propose a threestage model to help managers organize and interrelate these approaches.