Notes 315
- For an excellent summary of the skills needed by sales representatives and sales managers,
see Rolph Anderson and Bert Rosenbloom, “The World Class Sales Manager: Adapting to
Global Megatrends,”Journal of Global Marketing5, no. 4 (1992): 11–22. - Some of the following discussion is based on W. J. E. Crissy, William H. Cunningham, and
Isabella C. M. Cunningham, Selling: The Personal Force in Marketing(New York: John Wiley,
1977), pp. 119–29. - For additional reading, see Howard Raiffa, The Art and Science of Negotiation(Cambridge,
MA: Harvard University Press, 1982); Max H. Bazerman and Margaret A. Neale, Negotiating
Rationally(New York: Free Press, 1992); James C. Freund, Smart Negotiating(New York:
Simon & Schuster, 1992); Frank L. Acuff, How to Negotiate Anything with Anyone Anywhere
Around the World(New York: American Management Association, 1993); and Jehoshua
Eliashberg, Gary L. Lilien, and Nam Kim, “Searching for Generalizations in Business
Marketing Negotiations,”Marketing Science14, no. 3, pt. 1 (1995): G47–G60. - See Donald W. Dobler, Purchasing and Materials Management,5th ed. (New York: McGraw-
Hill, 1990). - Adapted from Roger Fisher and William Ury, Getting to Yes: Negotiating Agreement Without
Giving In,rev. ed. (Boston: Houghton Mifflin, 1992), p. 57. - See Frank V. Cespedes, Stephen X. Doyle, and Robert J. Freedman, “Teamwork for Today’s
Selling,Harvard Business Review,March–April 1989, pp. 44–54, 58. Also see Cespedes,
Concurrent Marketing: Integrating Product, Sales, and Service(Boston: Harvard Business School
Press, 1995).