Linkages between sales management tools and practices: some evidence from British companies

Article Abstract:

This article investigates the interactions among sales management tools and practices used in six key areas of managerial responsibility, namely: organization, selection, training, remuneration, supervision, and evaluation. The results are based principally upon a mail survey of 113 U.K. manufacturing companies. Our data suggest that the sales management tools and practices used by the sample companies in the aforementioned managerial areas tend to be interrelated. Specifically, the practices pertaining to the organization and selection of the sales force are linked with the training practices employed. Also, the selection and the training practices used by the manufacturing companies tend to be linked with the evaluation practices. Finally, the remuneration practices and politics are linked to the practices pertaining to the supervision and evaluation of the sales force. (Reprinted by permission of the publisher.)

United Kingdom, Research, Corporations, Supervision of employees, Employee supervision, Great Britain, Corporations, British

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A simulation of moral behavior within marketing exchange relationships

Article Abstract:

Five individual moral philisophies (true altruists, true egoists, realistic altruists, tit-for-tats, and realistic egoists) are analyzed under a simulated business to business sales environment.The simulation is based on Iterative Prisoner's Dilemma involving computer-generated salespeople representing different companies and industries. The influence of corporate culture on agents' decision making ,and the results of the simulation are discussed.

United States, Public affairs, Ethics, Usage, Influence, Ethical aspects, Corporate culture, Business-to-business market, Business to business market, Simulation methods, Simulation, Prisoner's dilemma game, Report

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Attributions and behavioral intentions of inexperienced salespersons to failure: an empirical investigation

Article Abstract:

A study was conducted to determine how inexperienced sales representatives interpret and respond to their sales failure situations. The result from the study revealed that inexperienced sales representatives are likely to engage in several inappropriate behaviors in response to failed sales encounters.

Management dynamics, Sales Management, Company business management, Sales accounting

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