Salespeople (Evaluation)

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1. The influence of moral philosophy on retail salespeople's ethical... The relatively minimal literature on ethics in a retail selling context indicates that retail sales personnel perceive that ... (PERIODICAL ARTICLE) 2. The role of self-regulation training in developing the motivation... U.S. companies spend $7.1 billion annually on training salespeople, and an average salesperson spends more than 33 hours ... (PERIODICAL ARTICLE) 3. Effects of Considering Uncontrollable Factors in Sales Force Performance... Huffman, Cynthia and Lisa B. Cain (2000), "Effects of Considering Uncontrollable Factors in Sales Force Performance Evaluation," Psychology ... (PERIODICAL ARTICLE) 4. Learning and performance goal orientation of salespeople revisited: the... Salesperson work motivation has long been an important element in sales management research (e.g., Brown, Cron, and Slocum ... (PERIODICAL ARTICLE) 5. Training your salespeople. EDITOR'S NOTE: This is part one in a series of articles about training your sales staff to achieve ... (PERIODICAL ARTICLE) 6. Hire power: if you want great salespeople, build them. "Hire for attitude and train for skill." This is the human resources credo at Southwest Airlines, and it's ... (PERIODICAL ARTICLE) 7. Investigating interrelationships among sales training evaluation methods. U.S. companies spend $7.1 billion annually on training salespeople, and an average salesperson spends more than 33 hours ... (PERIODICAL ARTICLE) 8. Influence of control systems on opportunistic behaviors of salespeople: a... Sales organizations typically use two types of formal controls--namely, output and process controls--to direct the activities and outputs ... (PERIODICAL ARTICLE) 9. Coping strategy profiles used by salespeople: their relationships with... The sales job inheres job stress (Sager and Wilson 1995). Stressors can be traced to having to satisfy ... (PERIODICAL ARTICLE) 10. Developing Loyal Customers with a Value-adding Sales Force: Examining... Today, perhaps more rapidly than any other time in recent history, the business-to-business competitive environment is changing. Large ... (PERIODICAL ARTICLE) 11. Hiring Furniture Salespeople One of the biggest challenges facing the office furniture market is hiring new salespeople who will successfully represent ... (PERIODICAL ARTICLE) 12. Should You Rank Your Salespeople? Every sales rep wants to be number one, and few enjoy hearing that they rank low when compared ... (PERIODICAL ARTICLE) 13. What Does CRM Really Do to Help Salespeople? A FEW MONTHS AGO I sat in on a CRM system evaluation meeting for a manufacturing firm. The ... (PERIODICAL ARTICLE) 14. Examining the Relationship between Work Attitudes and Propensity to Leave... As international activities of firms increase, US salespeople are being sent overseas to establish international offices, to help ... (PERIODICAL ARTICLE) 15. Are football watchers better salespeople? IMAGE ILLUSTRATION 1 Each year brings new excitement for every football fan. Maybe this year we will win ... (PERIODICAL ARTICLE) 16. Are Football Watchers Better Salespeople? Each year brings new excitement for every football fan. Maybe this year we will win it all. Enthusiasm ... (PERIODICAL ARTICLE) 17. Are Football Watchers Better Salespeople? Each year brings new excitement for every football fan. Maybe this year we will win it all. Enthusiasm ... (PERIODICAL ARTICLE) 18. Why salespeople don't follow up leads; sales insights, part 2. Why Salespeople Don't Follow Up Leads Why aren't more sales leads followed up? The American Management Assn. estimates ... (PERIODICAL ARTICLE) 19. Motivating Salespeople for Higher Margins A transparent, common-sense management approach always works best. (PERIODICAL ARTICLE) 20. Choice or perception: how affect influences ethical choices among... According to a survey of 1,324 workers including line employees, managers, and executives conducted by USA Today, "48% ... (PERIODICAL ARTICLE)
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