Pub Date : 2013-10-24DOI: 10.1080/08853134.1992.10753923
E. Mayo, L. Jarvis
Those Presidents who historians agree have been most successful have been able to sell themselves and their programs to many different constituencies. They have recognized that effective leadership requires many of the same skills as effective personal selling. The experiences of those who have worked in the Oval Office underscore some of the simple but often forgotten lessons of personal selling, and this article catalogs some of the most important of these.
{"title":"The Power of Persuasion: Lessons in Personal Selling from the White House","authors":"E. Mayo, L. Jarvis","doi":"10.1080/08853134.1992.10753923","DOIUrl":"https://doi.org/10.1080/08853134.1992.10753923","url":null,"abstract":"Those Presidents who historians agree have been most successful have been able to sell themselves and their programs to many different constituencies. They have recognized that effective leadership requires many of the same skills as effective personal selling. The experiences of those who have worked in the Oval Office underscore some of the simple but often forgotten lessons of personal selling, and this article catalogs some of the most important of these.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"75839620","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1989.10754531
W. Moncrief, S. Shipp, C. Lamb, D. Cravens
A conceptual framework for examining the roles of telemarketing in selling strategy is proposed. A typology of telemarketing jobs is developed and related to face-to-face selling jobs. Important telemarketing strategy issues are examined from managerial and research perspectives. Finally, research propositions are presented and discussed.
{"title":"Examining the Roles of Telemarketing in Selling Strategy","authors":"W. Moncrief, S. Shipp, C. Lamb, D. Cravens","doi":"10.1080/08853134.1989.10754531","DOIUrl":"https://doi.org/10.1080/08853134.1989.10754531","url":null,"abstract":"A conceptual framework for examining the roles of telemarketing in selling strategy is proposed. A typology of telemarketing jobs is developed and related to face-to-face selling jobs. Important telemarketing strategy issues are examined from managerial and research perspectives. Finally, research propositions are presented and discussed.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"73043719","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1991.10753869
Debra A. Haley
Although there is much controversy regarding the teaching of ethics in our universities today, ethical dilemmas are a part of the reality of the sales force. This study examines the differences in the perceptions of sales management students and practitioners in an ethical situation. The results suggest that gender does have an impact on the severity of the consequences and that there are significant differences between the perceptions of practitioners and sales management students.
{"title":"Selling and Sales Management in Action—Sales Management Students vs. Business Practitioners: Ethical Dilemmas and Perceptual Differences","authors":"Debra A. Haley","doi":"10.1080/08853134.1991.10753869","DOIUrl":"https://doi.org/10.1080/08853134.1991.10753869","url":null,"abstract":"Although there is much controversy regarding the teaching of ethics in our universities today, ethical dilemmas are a part of the reality of the sales force. This study examines the differences in the perceptions of sales management students and practitioners in an ethical situation. The results suggest that gender does have an impact on the severity of the consequences and that there are significant differences between the perceptions of practitioners and sales management students.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"73047169","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1995.10754018
Alan J. Dubinsky, F. Yammarino, M. A. Jolson, W. D. Spangler
Numerous conceptual and empirical articles in sales management emphasize the influence sales managers can have on various job-related responses of sales personnel, such as job satisfaction, motivation, and performance. When examining this issue, the preponderance of literature has considered a leadership style where sales managers clarify for and communicate to salespeople the selling role and indicate to them how they can receive valued organizational rewards in exchange for successful performance (i.e., “transactional leadership”). Recent research in organizational behavior has found that an alternate leadership approach—”transformational leadership”—can engender improved work-related responses of employees over those produced through transactional leadership. This paper reports results of a study, however, which found that a transactional approach may be preferable to a transformational style for enhancing salespeople's affective and behavioral responses.
{"title":"Transformational Leadership: An Initial Investigation in Sales Management","authors":"Alan J. Dubinsky, F. Yammarino, M. A. Jolson, W. D. Spangler","doi":"10.1080/08853134.1995.10754018","DOIUrl":"https://doi.org/10.1080/08853134.1995.10754018","url":null,"abstract":"Numerous conceptual and empirical articles in sales management emphasize the influence sales managers can have on various job-related responses of sales personnel, such as job satisfaction, motivation, and performance. When examining this issue, the preponderance of literature has considered a leadership style where sales managers clarify for and communicate to salespeople the selling role and indicate to them how they can receive valued organizational rewards in exchange for successful performance (i.e., “transactional leadership”). Recent research in organizational behavior has found that an alternate leadership approach—”transformational leadership”—can engender improved work-related responses of employees over those produced through transactional leadership. This paper reports results of a study, however, which found that a transactional approach may be preferable to a transformational style for enhancing salespeople's affective and behavioral responses.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"75202602","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1988.10754489
R. F. Beltramini, K. Evans
Salespeople's perceptions of a program of sales contests offered by several organizations over time are empirically assessed, and related to both sales performance and job satisfaction. The results suggest variability in attitudes toward contest benefits, goals, rewards, budget, themes, timing and frequency, and outcomes. Conclusions and managerial implications are discussed. The authors gratefully acknowledge the support of the Direct Selling Education Foundation in this project. Special thanks to Marlene Futterman.
{"title":"Salesperson Motivation to Perform and Job Satisfaction: A Sales Contest Participant Perspective","authors":"R. F. Beltramini, K. Evans","doi":"10.1080/08853134.1988.10754489","DOIUrl":"https://doi.org/10.1080/08853134.1988.10754489","url":null,"abstract":"Salespeople's perceptions of a program of sales contests offered by several organizations over time are empirically assessed, and related to both sales performance and job satisfaction. The results suggest variability in attitudes toward contest benefits, goals, rewards, budget, themes, timing and frequency, and outcomes. Conclusions and managerial implications are discussed. The authors gratefully acknowledge the support of the Direct Selling Education Foundation in this project. Special thanks to Marlene Futterman.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"74226969","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1988.10754480
Ramon A. Avila, Edward F. Fern, O. Mann
AbstractIn the past, academic research on sales force performance has used either objective performance data or subjective managerial ratings to measure sales performance. Consistent with corporate practices, objective and subjective performance measures were used in this research project. The relationships among three components of performance: specific task behaviors, specific goal achievement and overall performance were examined. A casual analysis suggests that managerial evaluations of overall sales performance are influenced by their perceptions of specific selling behaviors and the degree to which sales people attain specified performance goals.
{"title":"Unravelling Criteria for Assessing the Performance of Salespeople: A Causal Analysis","authors":"Ramon A. Avila, Edward F. Fern, O. Mann","doi":"10.1080/08853134.1988.10754480","DOIUrl":"https://doi.org/10.1080/08853134.1988.10754480","url":null,"abstract":"AbstractIn the past, academic research on sales force performance has used either objective performance data or subjective managerial ratings to measure sales performance. Consistent with corporate practices, objective and subjective performance measures were used in this research project. The relationships among three components of performance: specific task behaviors, specific goal achievement and overall performance were examined. A casual analysis suggests that managerial evaluations of overall sales performance are influenced by their perceptions of specific selling behaviors and the degree to which sales people attain specified performance goals.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"77286386","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1997.10754079
James S. Boles, Mark W. Johnston, J. Hair
Recent research demonstrates that attitudes toward the workplace are influenced by both work and non-work domains. This study examines the inter-relationships of role conflict, role ambiguity, work-family conflict, emotional exhaustion, job satisfaction and propensity to leave in a sales environment. Results indicate that: role conflict is significantly related to emotional exhaustion; work-family conflict is significantly related to both emotional exhaustion and job satisfaction; and, that emotional exhaustion and job satisfaction are related to salesperson propensity to leave. These results support other research indicating the conflict between the work and home domains is highly related to important workplace attitudes and perceptions and suggests that work-family conflict should be included in models examining employee response to the effects of stress.
{"title":"Role Stress, Work-Family Conflict and Emotional Exhaustion: Inter-Relationships and Effects on Some Work-Related Consequences","authors":"James S. Boles, Mark W. Johnston, J. Hair","doi":"10.1080/08853134.1997.10754079","DOIUrl":"https://doi.org/10.1080/08853134.1997.10754079","url":null,"abstract":"Recent research demonstrates that attitudes toward the workplace are influenced by both work and non-work domains. This study examines the inter-relationships of role conflict, role ambiguity, work-family conflict, emotional exhaustion, job satisfaction and propensity to leave in a sales environment. Results indicate that: role conflict is significantly related to emotional exhaustion; work-family conflict is significantly related to both emotional exhaustion and job satisfaction; and, that emotional exhaustion and job satisfaction are related to salesperson propensity to leave. These results support other research indicating the conflict between the work and home domains is highly related to important workplace attitudes and perceptions and suggests that work-family conflict should be included in models examining employee response to the effects of stress.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"79129506","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1983.10754353
W. Nickels, Robert F. Everett, R. Klein
AbstractRecently a powerful new technique for teaching salespeople how to establish rapport has emerged from the behavioral sciences. The technique is called Neuro-Linguistic Programming (NLP). One...
{"title":"Rapport Building for Salespeople: A Neuro-Linguistic Approach","authors":"W. Nickels, Robert F. Everett, R. Klein","doi":"10.1080/08853134.1983.10754353","DOIUrl":"https://doi.org/10.1080/08853134.1983.10754353","url":null,"abstract":"AbstractRecently a powerful new technique for teaching salespeople how to establish rapport has emerged from the behavioral sciences. The technique is called Neuro-Linguistic Programming (NLP). One...","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"81847914","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1993.10753934
Gene Brown, Ünal Ö. Boya, N. Humphreys, R. Widing
A random sample of purchasing agents was surveyed and split into two groups based on their socializing behavior. These two groups differ as to the importance of various salesperson attributes and behaviors. It was also found that “high” socializers tend to engage in after-hour meetings and discuss non-business related topics more so than “low” socializers. In addition, “high” socializers tend to be younger, provide more time for sales meetings, have less tenure, and are more likely to be found in smaller purchasing departments compared to “low” socializers. Other findings and implications are discussed and areas for further research are suggested.
{"title":"Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers","authors":"Gene Brown, Ünal Ö. Boya, N. Humphreys, R. Widing","doi":"10.1080/08853134.1993.10753934","DOIUrl":"https://doi.org/10.1080/08853134.1993.10753934","url":null,"abstract":"A random sample of purchasing agents was surveyed and split into two groups based on their socializing behavior. These two groups differ as to the importance of various salesperson attributes and behaviors. It was also found that “high” socializers tend to engage in after-hour meetings and discuss non-business related topics more so than “low” socializers. In addition, “high” socializers tend to be younger, provide more time for sales meetings, have less tenure, and are more likely to be found in smaller purchasing departments compared to “low” socializers. Other findings and implications are discussed and areas for further research are suggested.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"85094669","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2013-10-24DOI: 10.1080/08853134.1998.10754147
Jikyeong Kang, J. Hillery
The study investigated the role of older salespeople for serving older customers, specifically within the retail sales encounter, in two phases (Phase I of focus group interviews and Phase II of survey research). For each phase of the study, differences in customers' attitudes toward older and younger retail salespeople were examined. In general, older customers had more favorable attitudes toward older retail salespeople than toward younger salespeople. The study also demonstrated that greater favorability is not felt for younger sales personnel by younger customers. In fact, both older and younger customers indicated that older retail sales personnel showed more interest in helping them, were more likely to provide clothing information, and showed more respect for them as customers.
{"title":"Older Salespeoples' Role in Retail Encounters","authors":"Jikyeong Kang, J. Hillery","doi":"10.1080/08853134.1998.10754147","DOIUrl":"https://doi.org/10.1080/08853134.1998.10754147","url":null,"abstract":"The study investigated the role of older salespeople for serving older customers, specifically within the retail sales encounter, in two phases (Phase I of focus group interviews and Phase II of survey research). For each phase of the study, differences in customers' attitudes toward older and younger retail salespeople were examined. In general, older customers had more favorable attitudes toward older retail salespeople than toward younger salespeople. The study also demonstrated that greater favorability is not felt for younger sales personnel by younger customers. In fact, both older and younger customers indicated that older retail sales personnel showed more interest in helping them, were more likely to provide clothing information, and showed more respect for them as customers.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"76287419","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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