Special Abstract Section: National Conference in Sales Management

Humphreys, Michael
March 1999
Journal of Personal Selling & Sales Management;Spring99, Vol. 19 Issue 2, p87
Academic Journal
This article presents abstracts of the manuscripts presented in a national conference on professional selling and sales management. The manuscript titled "Leadership Behaviors in Sales Managers: An Investigation of Individual and Work Group Effects," by Mary E. Shoemaker presents a study which examines leadership behavior in sales manager. Sales management literature on compensation, motivation, training, etc. suggests that managers make decisions for each individual salesperson at the dyad level. However, sales supervisory behaviors are usually studied using group-based leadership theories indicating that sales managers use a single leadership style with all their salespeople. Another manuscript titled "Taking the Advanced Professional Selling Class to the Field," by Ramon A. Avila, Joseph D. Chapman and Scott A. Inks discuses the need for improved preparation of undergraduate marketing students for careers in selling. A method for gaining sales experience within the framework of an advanced professional selling course is presented.


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