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Reproduced with permission of the copyright owner. Further reproduction prohibited without permission. Personal selling and sales management: A relationship marketing perspective Barton A Weitz; Kevin D Bradford Academy of Marketing Science. Journal; Spring 1999; 27, 2; ABI/INFORM Global pg. 241

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Page 1: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Personal selling and sales management: A relationship marketing perspectiveBarton A Weitz; Kevin D BradfordAcademy of Marketing Science. Journal; Spring 1999; 27, 2; ABI/INFORM Globalpg. 241

Page 2: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Page 3: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Page 4: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Page 5: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Page 6: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Page 7: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Page 8: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Page 9: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Page 10: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Page 11: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Page 12: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Page 13: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.

Page 14: Personal Selling and Sales Management: A Relationship ... · PDF filePersonal Selling and Sales Management: A Relationship Marketing Perspective Created Date: 04/30/07 17:08

Reproduced with permission of the copyright owner. Further reproduction prohibited without permission.