Book sales of ... : a record of the most important books sold at auction and the prices realized.

Mode of access: Internet.

Arms sales package to Saudi Arabia : hearings before the Committee on Foreign Relations, United States Senate, Ninety-seventh Congress, first session, on the AWACS and F-15 enhancements arms sales package to Saudi Arabia, October 1, 5, 6, 14, and 15, 1981

Item 1039-A, 1039-B (microfiche)

Salesmanship; a "get-up-and-go" guide to effective selling.

Mode of access: Internet.

Selling ice : a compilation of articles on selling ice from wagons, at platform, cash-and carry stations, ice depots and in carloads, sales methods described, advertising ice /

Includes index.

Sales management, marketing policies, sales campaigns which build up trade, training yourself to sell, developing and managing a sales force

Mode of access: Internet.

The Director, a weekly literary journal: containing I. Essays, on subjects of literature, the fine arts and manners. II. Bibliographana. Account of rare and curious books and of the book sales in this country, from the close of the seventeenth century. III. Royal institution. Analyses of the lectures delivered weekly. IV. British Gallery. Description of the principal pictures exhibited ... v. 1-2: Jan. 24-July 4, 1807.

"The biographical part was written by Mr. Dibdin."--Lowndes, The bibliographer's manual of English literature.

Book sales of 1895[-97/98] A record of the most important books sold at auction and the prices realized,

No more published.

The land owner's manual. Containing a summary of statute regulations, in New York, Ohio, Indiana, Illinois, Michigan, Iowa and Wisconsin, concerning land titles, deeds, mortgages, wills of real estate, descents, land taxes, tax sales, redemptions, limitations, exemptions, interest of money and usury, with an appendix, containing the constitutions of the said states.

Mode of access: Internet.

Sales, revenues and income of privately-owned class A and class B electric utilities in the United States

Mode of access: Internet.

A catalogue raisonné of the works of the most eminent Dutch, Flemish, and French painters : in which is included a short biographical notice of the artists, with a copious description of their principal of pictures, a statement of the prices at which such pictures have been sold at public sales on the continent and in England, a reference to the galleries and private collections, in which a large portion are at present, and the names of the artists by whom they have been engraved, to which is added, a brief notice of the scholars & imitators of the great masters of the above schools /

Includes indexes.

[Japanese color prints and paintings : catalogues of sales].

Title from spine.

Stock repurchases and treasury share sales: Do they stabilize price and enhance liquidity?

The article studies the impact of a firm’s trading in its own shares on the volatility and market liquidity of the firm’s stock in the Italian stock market. In the study, both stock repurchases and treasury share sales executed on the open market are defined as trading in own shares. The study finds that Italian firms can reduce the volatility of their stock and boost market liquidity by trading their own shares.

Sales manager and sales team determinants of salesperson ethical behaviour

Purpose – The purpose of this paper is to develop and test a model of the role managers and peers play in shaping salespeople's ethical behaviour. The model specifies that sales manager personal moral philosophies, whether sales managers themselves are rewarded according to the outcomes or behaviours of their salespeople, sales team job security, intra-team cooperation, and sales team tactical performance all influence sales team ethical standards. In turn, ethical standards influence the probability that sales team members will behave (un)ethically when faced with ethical dilemmas. Design/methodology/approach – The model is tested on a sample of 154 Finnish sales managers. Data were collected via mail survey. Analysis was undertaken using structural equation modelling. Findings – Ethical standards appear to be shaped by several factors; behaviour-based management controls increase ethical standards, relativist managers tend to manage less ethically-minded sales teams, job insecurity impedes the development of ethical standards, and sales teams' cooperation activity increases ethical standards. Sales teams are less likely to engage in unethical behaviour when the teams have strong ethical standards. Research limitations/implications – Cross-sectional data limits generalisability; single country data may limit the ability to generalise to different sales environments; additional measure development is needed; identification of additional antecedent factors would be beneficial. Practical implications – Sales managers should consciously develop high ethical standards in sales teams if they wish to reduce unethical behaviour. Ethical standards can be improved if sales managers change their own outward behaviour (exhibit a less relativistic ethical philosophy), foster cooperation amongst salespeople, and develop perceptions of job security. How sales managers are rewarded may shape how they approach the management of ethical behaviour in their sales teams. Originality/value – This paper appears to be the first to simultaneously examine both sales manager-specific and sales team-specific antecedents to sales team ethical standards and behaviours. As such, it provides an important base for research in this critical area.

Sales manager problem resolution styles:measure development and an examination of their salesperson-related consequences

Personal selling and sales management play a critical role in the short and long term success of the firm, and have thus received substantial academic interest since the 1970s. Sales research has examined the role of the sales manager in some depth, defining a number of key technical and interpersonal roles which sales managers have in influencing sales force effectiveness. However, one aspect of sales management which appears to remain unexplored is that of their resolution of salesperson-related problems. This study represents the first attempt to address this gap by reporting on the conceptual and empirical development of an instrument designed to measure sales managers' problem resolution styles. A comprehensive literature review and qualitative research study identified three key constructs relating to sales managers' problem resolution styles. The three constructs identified were termed; sales manager willingness to respond, sales manager caring, and sales manager aggressiveness. Building on this, existing literature was used to develop a conceptual model of salesperson-specific consequences of the three problem resolution style constructs. The quantitative phase of the study consisted of a mail survey of UK salespeople, achieving a total sample of 140 fully usable responses. Rigorous statistical assessment of the sales manager problem resolution style measures was undertaken, and construct validity examined. Following this, the conceptual model was tested using latent variable path analysis. The results for the model were encouraging overall, and also with regard to the individual hypotheses. Sales manager problem resolution styles were found individually to have significant impacts on the salesperson-specific variables of role ambiguity, emotional exhaustion, job satisfaction, organisational commitment and organisational citizenship behaviours. The findings, theoretical and managerial implications, limitations and directions for future research are discussed.