Managing sales performance through a comprehensive performance appraisal system

Article Abstract:

To date, no single performance appraisal technique lends itself to all the purposes to which performance appraisals should be applied, is impervious to the errors that confound appraisals, is legally defensible, and readily accepted by subordinates. Since the various performance appraisals possess different strengths and weaknesses, the authors, by combining Management by Objectives, Behavioral Observation Scales, and Forced choice Ratings, have proposed an evaluation system that meets the above-mentioned criteria. (Reprinted by permission of the publisher.)

Achievement motivation

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Increasing the utility of the application blank: relationship between job application information and subsequent performance and turnover of salespeople

Article Abstract:

This article determines if data on the employment application form can help predict applicants who will be good performers and not likely to voluntarily terminate their employment once hired. The results of the analyses indicate a two-stage selection procedure. Step one identifies high performers; step two identifies high performers with a propensity to remain with the firm. Findings are discussed in the context of the research, and implications are provided for salesforce management. (Reprinted by permission of the publisher.)

Appointments, resignations and dismissals, Employee recruitment, Job applicants, Employee turnover

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The current status of women in professional selling

Article Abstract:

This article examines the status of women in professional selling careers. First, reasons women have not made more rapid movement into the selling profession are examined. Second, women's progress into professional sales jobs are explored. Lastly, suggestions are made for sales managers on how to attract and retain capable women in selling positions. (Reprinted by permission of the publisher.)

Women sales personnel

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