Cotham, James C. III. "Selecting Salesmen: Approaches and Problems," Michigan State University Business Topics, Winter 1970.
2.
Cravens, David W. and Robert B. Woodruff . "An Approach for Determining Criteria of Sales Performance," Journal of Applied Psychology, June 1973.
3.
Greenberg, Jeanne and Herbert Greenberg . "Predicting Sales Success—Myths and Reality ," Personnel Journal, December 1976.
4.
Lamont, Lawrence M. and William J. Lundstrom . "Identifying Successful Industrial Salesmen by Personality and Personal Characteristics," Journal of Marketing Research, November 1977.
5.
Mayer, David and Herbert M. Greenberg . "What Makes a Good Salesman, Harvard Business Review, July-August 1964.
6.
McMurry, Robert N. and James S. Arnold , How to Build a Dynamic Sales Organization. (New York: McGraw-Hill Co., 1968), p. 3.
7.
Stanton, William J. and Richard H. Buskirk .Management of the Sales Force. Homewood, Ill.: Richard D. Irwin, Inc., 1978.
8.
Walker, Orville C., Gilbert A. Churchill, and Neil M. Ford. "Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research," Journal of Marketing Research , May 1977.
9.
Webster, Frederick. "Interpersonal Communication and Salesman Effectiveness." Journal of Marketing, July 1968.