1 Michael Waldholz. «How a 'Detail Man' Promotes New Drugs to Tennessee Doctors». — Wall Street Journal, November 8, 1982.
2 Robert N. McMurry. „The Mystique of Super-Salesmanship”. — Harvard Business Review, March-April 1961, p. 114.
3 Ñì.: William R. Dixon. „Redetermining the Size of the Sales Force: a Case Study”. — „Changing Perspectives in Marketing Management”, ed. Marting R. Warshaw. Ann Arbor, University of Michigan, 1962, p. 58.
4 Roger M. Pegram. „Selling and Servicing the national Account”. N. Y., Conference Board, 1972,
5 William H. Kaven. „Managing the Major Sale”. N. Y., American Management Association, 1971; Benson P. Shapiro and Ronald S. Posner. „Making the Major Sale”. — Harvard Business Review, March-April 1976, p. 68—78.
6 Ñì.: Walter J. Talley. „How to Design Sales Territories”. — Journal of Marketing, January 1961, p. 7—13.
7 Ñì.: Marketing News, February 5, 1982, p. 1.
8 Îáñëåäîâàíèå ïðîâîäèëîñü íüþ-éîðêñêèì «Êëóáîì ðóêîâîäèòåëåé ñëóæá ñáûòà», à î åãî ðåçóëüòàòàõ áûëî ðàññêàçàíî â æóðíàëå Business Week, February 1, 1964, î. 52.
9 McMurry. „Mystique of Super — Salesmanship”, p. 117.
10 Ibid., p. 118.
11 David Mayer and Herbert M. Greenberg. „What Makes a Good Salesman”. — Harvard Business Review, July-August 1964, p. 119 —125.
12 „Double-Digit Hikes in 1974 Sales Training Costs”. — Sales and Marketing Management, January 6, 1975, p. 54.
13 Ðàññêàç î ïðîöåññå ïðîäàæè ÷àñòè÷íî îñíîâàí íà ìàòåðèàëàõ êíèãè: W. J. Å. Crissy, William H. Cunningham and Isabella Ñ. Ì. Cunningham. „Selling: the Personal Force m Marketing”. N. Y., „John Wiley”, 1977, p. 19—29.
14 Mark Hanan. „Join the Systems Sell and You Can't Be Beat”. — Safe and Marketing Management, August 21, 1972, p. 44. Ñì. òàêæå: Mark Hanan, James Cribbin and Herman Heiser. „Consultative Selling”. N. Y., American Management Association, 1976.