Selling and sales management in action: the sales force's role in international marketing research and marketing information systems

Article Abstract:

Many companies resist global markets because of seemingly insurmountable problems with these markets. Salespeople are often used successfully to gather market information. There is a wealth of market data that can be collected by a company's international sales force and distributors' sales force which can prove to be valuable in surmounting cultural and marketing barriers associated with global markets. The current paper discusses how and with what success U.S. multinational companies are using their international sales force in gathering international marketing research data. (Reprinted by permission of the publisher.)

Management, International aspects, Corporations, Marketing research, Market research, Selling, International competition (Commerce), International competition (Economics), Sales management

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Selling and sales management in action: reward preferences of salespeople

Article Abstract:

Previous research has not addressed to any large extent the relative importance that salespeople attach to various types of motivators. Using a paired-comparison approach with a national sample of salespeople, this study reports their perceived importance for pay raises, promotion opportunities, recognition, incentive awards, and fringe benefits. In addition to determining that pay raises receive the greatest importance, many other interesting findings emerged. The results of this study can be used as one basis for managers in developing or modifying reward plans. (Reprinted by permission of the publisher.)

Compensation and benefits, Employee motivation, Incentives (Business)

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Vertical exchange and salesperson stress

Article Abstract:

Salespeople are susceptible to stress by the very nature of their job. Sales managers may be in a position to alleviate some of the causes of stress. This paper presents results from a study that examines the nature of Vertical Exchange relationships and stress. The findings indicate that the quality of exchange relationship does affect the level of felt stress and stress due to role conflict and role ambiguity. The influence of situational stressors is also affected by the quality of exchange relationship. (Reprinted by permission of the publisher.)

Psychological aspects, Job stress

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