A comparison of the sales management training practices of smaller and larger organizations

Journal of Business and Industrial Marketing

Volumn 11, Issue 2, 1996, Pages 37-46

  Shepherd, C David ^a   Ridnour, Rick E ^b  

^a UNIVERSITY OF TENNESSEE AT CHATTANOOGA   (United States)

^b NORTHERN ILLINOIS UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0642312470     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858629610117152     Document Type: Article

References (7)

1. Boedecker, K.A., Morgan, F.A. and Stoltman, J.J. (1991). "Legal dimensions of salesperson's statements: a review and managerial suggestions", Journal of Marketing. Vol. 55, January, pp. 70-80.
2. Buller, J. K. Jr and Reese, R.M. (1991), "Leadership style and sales performance: a test of the situational leadership model", Journal of Personal Selling & Sales Management, Vol. 11, pp. 37-46.
3. Duhinsky, A.J. and Barry, T.E. (1982). "A survey of sales management practices", Industrial Marketing Management, Vol. II, p. 137.
4. Erffmeyer, R.C., Russ, K.R. and Hair, J.F. Jr (1991). "Needs assessment and evaluation in sales-training programs", Journal of Personal Selling & Sales Management, Vol. 11, Winter, pp. 17-30.
5. Lagace, R.R. (1990), "Leader-member exchange: antecedents and consequences of the cadre and hired hand", Journal of Personal Selling & Sales Management, Vol. 10. pp. 11-19.
6. Shepherd, C.D. and Ridnour, R.E. (1995). "The training of sales managers: an exploratory study of sales management training practices", Journal of Personal Selling & Sales Management, Vol. 15, pp. 69-74.
7. Tanner, J.F. Jr and Castleberry, S.B. (1990). "Vertical exchange quality and performance: studying the role of the sales manager", Journal of Personal Selling & Sales Management, Vol. 10, pp. 17-28.