MARKETING AND SALES MANAGEMENT
 REFERENCES

No.

Details

  1

AMA Board Approves New Marketing Definition, Marketing News, Vol. 19, March 1, 1985, p. 1

  2

Philip Kotler and Gary Armstrong, Principles of Marketing, 7th ed. Englewood Cliffs, NJ: Prentice-Hall, Inc. 1996, p. 6

  3

Ibid, pp.7 -11

  4

Ibid, pp. 705 - 706

  5

Theodore Levitt, "Marketing Myopia," Harvard Business Review

  6

Peter F. Drucker, Management Tasks, Responsibilities, Practices, New York: Harper & Row Publishers, 1974, p. 64.

  7

7. Philip Kotler and Gary Armstrong, p. 703

  8

This section is based on Paul S. Busch and Michael J. Houston, Marketing: Strategic Foundations, Homewood, IL: Richard D. Irwin, 1985, pp. 138, 206 - 207, 236 - 241, 255.

  9

"The Future Households", American Demographics, December, 1993, pp.27 - 39, and Melissa Campanelli, "It's All In The Family", Sales & Marketing Management, April 1994, p.53

10

 Philip Kotler and Gary Armstrong, p.181

11

Tom Hopkins, Selling For Dummies, IDG Books Worldwide, Inc., 1995, pp. 93 - 96

12

Adapted from James H. Meyers and Richard R. Mead, The Management of Marketing Research, Scranton, PA: International Textbook Company, pp. 27 - 46., Reprinted in Busch and Houston, p. 781.

13

Donald F. Cox and Robert E. Good, "How to Build a Marketing Information System," Harvard Business Review, Vol. 45, p. 146.

14

Richard H. Brien and James E. Staftord, "Marketing Information Systems: A New Dimension for Marketing Research," Journal of Marketing, Vol. 32, p. 20.

15

Busch and Houston, p. 807.

16

William A. Cohen, The Practice 0f Marketing Management: Analysis, Planning and Implementation, New York: Macmillan Publishing Company, 1988, p. 108.

17

Adapted from Gilbert A. Churchill, Jr., Marketing Research: Methodological Foundations, 3rd edition, Hinsdale, IL: Dryden Press, 1983, pp. 145 - 148: Reprinted in Busch and Houston, p. 793. l l. Adapted from Busch and Houston, pp. 294 - 295,309 - 312.

18

Philip Kotler and Gary Armstrong, p.235

19

Ibid, p.235

20

Spyros Makridakis and Steven C. Wheelwright, "Forecasting: Issues and Challenges for Marketing Management," Journal of Marketing, Vol. 41, p. 24. Reprinted in Cohen, p. 199.

21

Adapted from Busch and Houston, pp. 316 - 317, 321 - 327.

22

"1983 Survey of Buying Power," Sales & Marketing Management (October 31, 1983); Busch and Houston, pp. 325 - 327.

23

 Philip Kotler and Gary Armstrong, p.605

24

Committee on Definitions of American Marketing Association, Marketing Definitions: A Glossary, of Marketing Terms, Chicago: American Marketing Association.

25

Tom W. White, "Use Variety of Internal, External Sources to Gather and Screen New Product Ideas," Marketing News, September 16, 1983, p. 12.

26

Philip Kotler and Gary Armstrong, p. 283

27

Adapted from Kent B. Monroe, Pricing: Making Profitable Decisions (New York: The McGraw Hill Companies, Inc. 1979), p. 5.

28

Adapted from Busch and Houston, pp. 558 - 570.

29

Ibid., pp. 625 - 655.

30

Marketing Definitions: A Glossary of Marketing Terms, Chicago: American Marketing Association, p. 20.

31

Adapted from Busch and Houston, pp. 454 - 487.

32

Busch and Houston, p. 457

33

Robert Evans, What CEOs Should Know About Supply Chain Strategy, Supply Chain Management Review, Spring 1999, pp.27 - 28, Adapted.

34

Busch and Houston, pp. 467 - 468

35

Philip Kotler and Gary Armstrong, p. 437

36

Jay Conrad Levinson, Guerrilla Marketing: Secrets For Making Big Profits From Your Small Business, 3rd ed., New York: Houghton Mifflin, 1998, pp. 114 - 115

37

Ibid, pp. 212 - 214

38

Ibid, p. 215

39

Ibid, pp. 217 - 218

40

Ibid, p. 223

41

Ibid, p. 225 - 226

42

Ibid, pp. 228 -229

43

Ibid, pp. 287 - 288

44

Adapted from William A. Cohen, pp. 44 - 68.

45

Ibid., pp. 66 - 67

46

Ibid, p. 80

47

Adapted from Douglas J. Dalrymple, Sales Management: Concepts and Cases, New York: John Wiley & Sons, Inc., 1988, pp. 54 - 67.

48

Adapted from J. Hodge and H.J. Johnson, Manpower and Organizational Behavior, New York: John Wiley & Sons, Inc., 1970, pp. 158 - 159.

49

Adapted from Dan H. Robertson and Danny N. Bellinger, Sales Management: Decision Making For Improved Profitability, New York: Macmillan Publishing Co., 1980), p. 395.

50

"Cost Per Call Up Sharply in 1977," Sales & Marketing Management, February 27, 1978, p. 21.

51

The Wall Street Journal, December 1, 1986, p. 14.

52

Thomas F. Stroh, Training and Developing the Professional Salesman, New York: Amacom Publishing Company, 1972, p. 208.

53

Tom Hopkins, Selling For Dummies, IDG Books Worldwide, Inc., 1995, pp. 93 - 96

54

Donald W. Jackson, Jr., William H. Cunningham, and Isabella C.M. Cunningham. Selling: The Personal Force in Marketing, New York: John Wiley & Sons, Inc., 1988, p. 2.

55

Adapted from Douglas J. Dalrymple, pp. 95 - 121.

56

Jim Hicks, The Ten Commandments of Telephone Prospecting, American General Liability Insurance Company

57

John E. Swan, I. Frederick Trawick, and David W. Silva, "How Industrial Salespeople Gain Customer Trust," Industrial Marketing Management, Vol. 14, No. 1, April 1985, pp. 203 - 211. Copyright 1985, by Elsevier Science Publishing Co., Inc.

58

Adapted from Douglas J. Dalrymple, pp. 376 - 393.

59

Tom Hopkins, pp. 313 - 316

60

Ibid, pp. 317 - 319

61

Adapted from Dan H. Robertson and Danny N. Bellinger, pp. 297 - 298.

62

Adapted from Robert F. Vizza and Thomas E. Chambers, Time and Territorial Management for Salesmen, New York: The Sales Executives Club, 1971, pp. 8 - 20.

63

Adapted from Dalrymple, pp. 474 - 483.

64

Abraham Schuchman, "The Marketing Audit: Its Nature, Purpose, and Problems," Analyzing and Improving Marketing Performance. Report No. 32, New York: American Management Association, p. 13.