Answered By: Leslie Burmeister
Last Updated: Aug 16, 2018     Views: 113

Q.
Personal Selling & Sales Force Management
Suggested starting points for your research for Personal Selling & Sales Force Management.

A.

Articles:

Find articles in academic and industry trade journals on the topic of personal selling and sales force management.  Browse specific publications,  or do a general searchusing keywords.

Business Source Complete : Access relevant academic journals, such as Journal of Personal Selling & Sales Management, Journal of Marketing, Journal of Marketing Research, and more.  Also includes full-text of Harvard Business Review

ScienceDirect: Relevant publications include International Journal of Research in Marketing, Industrial Marketing Management.

SAGE Journals: Relevant publications include Journal of Marketing Education, Marketing Theory.

Sample suggested search strategy: ("sales management" or "sales force") and (performance or outcomes) and (strategy or model or framework)

Books:

Search HOLLIS: for books and other resources on sales, selling, and sales management across the Harvard Libraries.
 

Cases:

HBS Cases: Read additional cases on selling and sales force management.  Order as many cases as you like from Baker Library.
 

Not finding what you need?  Request a consultation with a Baker librarian, or drop by Baker's service desk at any time.