Book Review: Preparing the Student for a Career in a Rapidly Developing Field: A Review of three Sales Management Textbooks

American Telephone and Telegraph Company—Long Lines Department (1978), National Account Selling, Boston, MA: Intercollegiate Case Clearing House, no. 9-578-119.

Ames B. Charles (1972), “Build Marketing Strength into Industrial Selling, Harvard Business Review, 50 (January–February), 48–60.

Lawford Electric Company (R) (1980), Boston, MA: Intercollegiate Case Clearing House, no. 9-580-124.

Lodish Leonard M. (1971), “CALLPLAN: An Interactive Salesman's Call Planning System,” Management Science, 18 (December), 25–40.

Lodish Leonard M. (1974), “‘Vaguely Right’ Approach to Sales Force Allocations,” Harvard Business Review, 52 (January-February), 119–24.

Stanton William J. , and Buskirk Richard H. (1978), Management of the Sales Force, 5th ed., Homewood, IL: Richard D. Irwin, Inc.

Still Richard R. , Cundiff Edward W. , and Govoni Norman A. P. (1981), Sales Management: Decisions, Strategies and Cases, 4th ed., Englewood, Cliffs, NJ: Prentice-Hall, Inc.

Stuart Alexander (1980), “Texan Gerald Hines is Tall in the Skyline,” Fortune, 101 (January 28), 101–6.

Weitz Barton A. (1979), “Relationship Between Salesperson Performance and Understanding of Customer Decision Making,” Journal of Marketing Research, 15 (November), 501–16.

Yalch Richard F. (1979), “Closing Sales: Compliance-Gaining Strategies for Personal Selling,” in Sales Management: New Developments from Behavioral and Decision Model Research, Bagozzi Richard P. , ed., Cambridge, MA: Marketing Science Institute.

Zoltners Andris A. , and Gardner Kathy S. (1980), “A Review of Sales Force Decision Models,” unpublished working paper, Northwestern University.