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Publications
Book
Articles
- Shaping the Profession of Sales
Sales and Marketing Management, July 2006
- Building Better Relationships
Northwestern University, Kellogg Graduate School of Management web site,
January 2006
- Who Owns the Buyer Relationship - Rep Firm or Rep Firm's Salesperson?
Electrical Wholesaling, January 2006
- Value Creating Activities of the United States Manufacturers’
Rep
Mizuho Information & Research Institute, Inc., (Japanese) 2004
- Rep Scores With First Book
Electrical Wholesaling Magazine, July 2004
- Converting from Point of Sale to Point of Purchase Commissions
Agency Sales Magazine, April 2002
- The Importance of Being the Compete Businessman
Agency Sales Magazine, March 2002.
- To Sell to OEMs You Have to Speak the Language
The Electrical Distributor (TED) Magazine, March 2000
- The Positives of P.O.S. Data
Electrical Wholesaling Magazine, January 2000.
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