Full Terms & Conditions of access and use can be found at http://www.tandfonline.com/action/journalInformation?journalCode=mmtp20 Journal of Marketing Theory and Practice ISSN: 1069-6679 (Print) 1944-7175 (Online) Journal homepage: http://www.tandfonline.com/loi/mmtp20 The Impact of Adaptive Seiling on Sales Effectiveness Within the Pharmaceutical Industry Thomas Blackshear & Richard Plank To cite this article: Thomas Blackshear & Richard Plank (1994) The Impact of Adaptive Seiling on Sales Effectiveness Within the Pharmaceutical Industry, Journal of Marketing Theory and Practice, 2:3, 106-125, DOI: 10.1080/10696679.1994.11501662 To link to this article: https://doi.org/10.1080/10696679.1994.11501662 Published online: 21 Dec 2015. Submit your article to this journal Article views: 1 View related articles Citing articles: 8 View citing articles