Selection, training, and performance evaluation of sales managers: An empirical investigation

Journal of Business-to-Business Marketing

Volumn 6, Issue 3, 1999, Pages 37-69

  Dubinsky, Alan J ^a   Anderson, Rolph E ^b   Mehta, Rajiv ^c  

^a PURDUE UNIVERSITY   (United States)

^b DREXEL UNIVERSITY   (United States)

^c LOYOLA UNIVERSITY   (United States)

Author keywords

Personal selling; Recruitment; Sales management

Indexed keywords

EID: 85009586941     PISSN: 1051712X     EISSN: 15470628     Source Type: Journal    
DOI: 10.1300/J033v06n03_03     Document Type: Article

References (68)

1. Anderson, R.E. (1991), Professional Personal Selling, Englewood Cliffs, NJ: Prentice Hall.
2. Anderson, R.E. (1996), “Personal Selling and Sales Management in the New Millennium,” Journal of Personal Selling and Sales Management, 16 (Fall), 17-32.
3. Anderson, R.E., J.F. Hair, and A.J. Bush (1992), Professional Sales Management, New York: McGraw-Hill.
4. Anderson, R.E.and B. Rosenbloom (1992), “The World Class Sales Manager: Adapting to Global Megatrends,” Journal of Global Marketing, 5, 11-22.
5. Armstrong, J.S. and T. Overton (1977), “Estimating Nonresponse Bias in Mail Surveys,” Journal of Marketing Research, 51 (July), 71-86.
6. Armstrong, R.W., A. Pecotich, and B. Mills (1993), “Does the Sales Manager Make a Difference? The Impact of Sales Management Succession Upon Departmental Performance,” Journal of Personal Selling and Sales Management, 13 (Fall), 15-24.
7. Bagozzi, R. (1980), “Salespeople and Their Managers: An Exploratory Study of Some Similarities and Differences,” Sloan Management Review (Winter), 15-26.
8. Blau, P.M. (1973), The Organization of Academic Work, New York: John Wiley.
9. Borman, W.C. (1991), “Job Behavior, Performance, and Effectiveness,” Handbook of Industrial and Organizational Psychology, M.D. Dunnette and L. Hough, eds., Palo Alto, CA: Consulting Psychologists Press, 271-326.
10. Brewer, G. (1997), “The 7 Traits of Great Sales Leaders,” Sales & Marketing Management (July), 38-46.
11. Bricker, G.A. (1992), “Performance Agreements: The Key to Increasing Motivation,” Sales & Marketing Management, 144 (February), 69-70.
12. Butler, J.K. and R.M. Reese (1991), “Leadership Style and Sales Performance: A Test of the Situational Leadership Model,” Journal of Personal Selling and Sales Management, 11 (Summer), 37-46.
13. Carew, J. (1989), “When Salespeople Evaluate Their Managers…,” Sales & Marketing Management (March) 24-27.
14. Churchill, G.A. (1991), Marketing Research: Methodological Foundations, Fort Worth, TX: Dryden Press.
15. Churchill, G.A., N.M. Ford, S.W. Hartley, and O.C. Walker (1985), “The Determinants of Salesperson Performance: A Meta-Analy sis,” Journal of Marketing Research, 22 (May), 103-118.
16. Churchill, G.A., N.M. Ford, and O.C. Walker (1997), Sales Force Management, Chicago: Irwin.
17. Cohen, A. (1997), “Out of the Loop,” Sales & Marketing Management (December) 79-83.
18. Dalrymple, D.J. and W.L. Cron (1995), Sales Management: Concepts and Cases, New York: John Wiley and Sons.
19. Dubinsky, A.J. and W. Rudelius (1980-1981), “Selling Techniques for Industrial Products and Services: Are They Different?” Journal of Personal Selling and Sales Management, 1 (Fall/Winter), 65-75.
20. Dubinsky, A.J. and R.W. Hansen (1981), “The Sales Force Management Audit,” California Management Review, 24 (Winter), 86-95.
21. Dubinsky, A.J. and T.E. Barry (1982), “A Survey of Sales Management Practices,” Industrial Marketing Management, 11 (April), 133-141.
22. Dubinsky, A.J. and T.N. Ingram (1983), “Important First-Line Sales Management Qualifications: What Sales Executives Think,” Journal of Personal Selling and Sales Management, 3 (May), 18-25.
23. Dubinsky, A.J. and P.J. O’Connor (1983), “A Multidimensional Analysis of Preferences for Sales Positions,” Journal of Personal Selling and Sales Management, 3 (November), 31-41.
24. Dubinsky, A.J. and T.N. Ingram (1984), “From Selling to Sales Management: A Developmental Model,” The Journal of Consumer Marketing, 1 (3), 43-52.
25. DuBrin, A.J. and R.D. Ireland (1993), Management & Organization, Cincinnati, OH: South-Western Publishing Company.
26. Erffmeyer, R.C., K.R. Russ, and J.F. Hair (1991), “Needs Assessment and Evaluation in Sales Training Programs,” Journal of Personal Selling and Sales Management, 11 (Winter), 17-30.
27. Gaedeke, R.M. and D.H. Tootelian (1980), Small Business Management, Santa Monica, CA: Goodyear Publishing Company.
28. Gardner, H. (1983), Frames of Mind: The Theory of Multiple Intelligence, New York: Basic Books.
29. George, W.R., P. Kelly, and C.E. Marshall (1986), "The Selling of Services: A Comprehensive Model,” Journal of Personal Selling and Sales Management, 6 (August), 29-37.
30. Greenberg, H.M. and J. Greenberg (1980), “Job Matching for Better Sales Performance,” Harvard Business Review, 58 (September-October), 128-133.
31. Guest, D.B. and H.J. Meric (1989), “Th& Fortune 500 Companies’ Selection Criteria for Promotion to First Level Sales Management: An Empirical Study,” Journal of Personal Selling and Sales Management, 9 (Fall), 47-52.
32. Guion, R.M. (1991), “Personnel Assessment, Selection, and Placement,” Handbook of Industrial and Organizational Psychology, M.D. Dunnette and L. Hough, eds., Palo Alto, CA: Consulting Psychologists Press, 327-398.
33. Hall, R.H. (1987), Organizations: Structure, Process and Outcomes, Englewood Cliffs, NJ: Prentice-Hall.
34. Hill, J.S. and M. Birdseye (1989), “Salesperson Selection in Multinational Corporations: An Empirical Study,” Journal of Personal Selling and Sales Management, 9 (Summer), 39-47.
35. Ingram, T.N., R.W. LaForge, and C.H. Schwepker (1997), Sales Management: Analysis and Decision Making, Fort Worth, TX: Dryden Press.
36. Jackson, D.W., L.L. Ostrom, and K.R. Evans (1982), “Measures Used to Evaluate Marketing Activities,” Industrial Marketing Management, 11 (October), 269-274.
37. Jackson, D.W. L.L., J.E. Keith, and J.L. Schlachter (1983), “Evaluation of Selling Performance: A Study of Current Practices,” Journal of Personal Selling and Sales Management, 3 (November), 42-51.
38. Jackson, R.W. and P.D. Cooper (1988), “Unique Aspects of Marketing Industrial Services,” Industrial Marketing Management, 17 (May), 111-118.
39. Jobber, D., G.J. Hooley, and D. Shipley (1993), “Organizational Size and Salesforce Evaluation Practices,” Journal of Personal Selling and Sales Management, 13 (Spring), 37-48.
40. Johnston, M.W., J.H. Hair, and J. Boies (1989), “Why Do Salespeople Fail?” Journal of Personal Selling and Sales Management, 9 (Fall), 59-64.
41. Keenan, W. (1993), “Measuring Skills that Improve Performance,” Sales & Marketing Management, 145 (December), 29-30.
42. Keenan, W. (1995), “What Salespeople Are Paid,” Sales & Marketing Management, 147 (February), 30-32.
43. Kelley, B. (1992), “From Salesperson to Manager: Transition and Travail,” Sales & Marketing Management (February), 33.
44. Kern, R. (1988) “IQ Tests for Salesmen Make a Comeback,” Sales & Marketing Management (April), 44.
45. Khandwalla, P.N. (1977), The Design of Organizations, New York: Harcourt Brace.
46. Klein, R. (1997), “Nabisco Sales Soar After Sales Training,” Marketing News (January 6), 23.
47. Kotier, P. (1994), Marketing Management: Analysis, Planning, Implementation, and Control, Englewood Cliffs, NJ: Prentice Hall.
48. Lysonski, S.J. and E.M. Johnson (1983), “The Sales Manager as a Boundary Spanner: A Role Theory Analysis,” Journal of Personal Selling and Sales Management, 3 (November), 8-21.
49. McClave, J.T. and P.G. Benson (1994), Statistics for Business and Economics, Englewood Cliffs, NJ: Prentice Hall.
50. Milkovich, G.T. and J.W. Boudreau (1994), Human Resource Management, Burr Ridge, IL: Irwin.
51. Moncrief, W.C. and S.H. Shipp (1997), Sales Management: Strategy, Technology, and Skills, Reading, MA: Addison-Wesley.
52. Morris, M.H., D.L. Davis, J.W. Allen, R.A. Avila, and J. Chapman (1991), “Assessing the Relationship Among Performance Measures, Managerial Practices, and Satisfaction When Evaluating the Salesforce: A Replication and Extension,” Journal of Personal Selling and Sales Management, 11 (Summer), 25-35.
53. Nelson, R. (1987), “Maybe It’s Time to Take Another Look at Tests as a Selection Tool?” Journal of Personal Selling and Sales Management, 7 (August), 33-38.
54. Pecotich, A. and J.F. Crockett (1987), “Insider/Outsider Sales Management Succession,” Journal of Personal Selling and Sales Management, 7 (May), 1-8.
55. Plunkett, W.R. and R.F. Attner (1994), Introduction to Management, Belmont, CA: Wadsworth Publishing Company.
56. Randall, E.J. and C.H. Randall (1990), “Review of Salesperson Selection Techniques and Criteria: A Managerial Approach,” International Journal of Research in Marketing, 7 (December), 81-95.
57. Robbins, S.P. and M. Coulter (1996), Management, Upper Saddle River, NJ: Prentice Hall.
58. Rosenbloom, B. and R.E. Anderson (1984), “The Sales Manager: Tomorrow’s Super Marketer,” Business Horizons (March-April), pp. 50-56.
59. Russ, K.R., J.F. Hair, R.C. Erffmeyer, and D. Easterling (1989), “Usage and Perceived Effectiveness of High-Tech Approaches to Sales Training,” Journal of Personal Selling and Sales Management, 9 (Spring), 46-54.
60. Schon, A. (1983), The Reflective Practitioner: How Professionals Think in Action, New York: Basic Books.
61. Sharma, A. (1997), “Customer Satisfaction-Based Incentive Systems: Some Managerial and Salesperson Considerations,” Journal of Personal Selling and Sales Management, 17 (Spring), 49-62.
62. Shepherd, C.D. and R.E. Ridnour (1995), “The Training of Sales Managers: An Exploratory Study of Sales Management Training Practices,” Journal of Personal Selling and Sales Management, 15 (Winter), 69-74.
63. Shipley, D. and D. Jobber (1994), “Size Effects on Sales Management Practices of Small Firms: A Study of Industrial Distributors,” Journal of Personal Selling and Sales Management, 14 (Winter), 31-43.
64. Stanton, W.J., R.H. Buskirk, and R.L. Spiro (1995), Management of the Sales Force, Chicago: Irwin.
65. Success (1990), “Success Scope” (May), 28.
66. Sujan, H. (1986), “Smarter versus Harder: An Exploratory Attributional Analysis of Salespeople’s Motivation,” Journal of Marketing Research, 23 (February), 41-49.
67. Wotruba, T.R. and S.B. Castleberry (1993), “Job Analysis and Hiring Practices for National Account Marketing Positions,” Journal of Personal Selling and Sales Management, 13 (Summer), 49-65.
68. Wotruba, T.R. and E.K. Simpson (1992), Sales Management: Text and Cases, Boston: PWS-Kent Publishing Company.