Special Abstracts Section National Conference in Sales Management

Randall, E. James
June 1989
Journal of Personal Selling & Sales Management;Summer89, Vol. 9 Issue 2, p59
Academic Journal
This article presents abstracts of the papers presented at the National Conference on Professional Selling and Sales Management. The paper "Emphasis on the Individual Can Lead to a More Effective Sales Motivation Program," by Helen Vassallo, John Lanasa and Campbell focuses on the motivation factors of sales personnel. Sales managers need to be able to understand the fundamental factors that motivate sales personnel. Sales motivation is unique in the way that it can be directly tied to the performance of the sales department. Therefore, if the sales department is not performing, the results will be vividly displayed in the sales revenue. If the person needs to be structured and disciplined, the sales manager must be willing to pay close attention to the person. Another paper "The use of Career Stages as a Sales Force Motivational Tool," by James B. DeConinck, and Jerry M. Kopf also focuses on the motivation factors. Motivating salespeople is an important part of the sales manager's job. Prior research on motivating salespeople has found that motivation is a multiplicative function of a salesperson's expectancies, instrumentalities, and valences. These studies have shown that factors such as self-esteem, a challenging job, task variety and complexity, and leadership style are correlated with motivation.


Related Articles

  • Personal Selling & Sales Management Abstracts. Sohi, Ravi // Journal of Personal Selling & Sales Management;Summer2001, Vol. 21 Issue 3, p255 

    The article presents information about various abstracts related to personal selling. The article "Consumers' Trust of Salesperson and Manufacturer: - An Empirical Study," is an empirical study involving new car buyers assessed the role of trust in business relationships. The influence of...

  • Motivating To Develop An All-Star Team. Evenson, Renee // American Salesman;Oct2003, Vol. 48 Issue 10, p21 

    Focuses on the importance of proper motivation in developing a productive and effective sales team. Information on how to be a skilled motivator; Importance of communication between a sales team leader and salespeople; Significance of giving positive feedback to salespeople; Discussion on...

  • Some Unexplored Supervisory Behaviors and Their Influence on Salespeople's Role Clarity, Specific Self-Esteem, Job Satisfaction, and Motivation. Kohli, Ajay K. // Journal of Marketing Research (JMR);Nov85, Vol. 22 Issue 4, p424 

    The author investigates the influence of four unexplored supervisory behaviors on salespeople: arbitrary and punitive behavior, contingent approving behavior, upward-influencing behavior, and achievement-oriented behavior. One or more of these behaviors are found to have a significant impact on...

  • Global Selling and Sales Management--Cross Cultural Issues--National Character.  // Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p70 

    The article presents abstracts of articles related to selling and sales management. The article "The Role of Affect in Cross-Cultural Negotiations," by Jennifer George, Gareth Jones and Jorge Gonzalez, published in a previous issue of the "Journal of International Business Studies," discusses...

  • Role Models. Greshes, Warren // Sales & Service Excellence Essentials;Jan2012, Vol. 12 Issue 1, p5 

    The article discusses various aspects of being a successful sales manager. Manager is responsible for recruiting, training, motivating, planning, and budgeting. It is mentioned that the best role models are people who are accessible. It is stated that being a manager or leader is like being a...

  • Maintain your motivation.  // Sales Leader;1/16/2006, Vol. 11 Issue 22, p1 

    The article presents tips on selling, specifically, maintaining your motivation. Patience and persistence are your strongest allies. In selling, nothing is final. On sales calls, continue to be friendly, while making it clear that you do not give up easily. Most everyone feels positively toward...

  • Fourth Quarter Sales Fix. Ludwig, George // Sales & Service Excellence Essentials;Nov2008, Vol. 8 Issue 11, p3 

    The article offers strategies on how sales leaders can improve revenue amid economic downturn. Sales managers are advised to establish a positive mindset as they motivate their people. They are encouraged to focus on managing time and the whole sales process. They are also asked to guide...

  • Training.  // Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p74 

    This article contains abstracts of two studies related to sales management. In the study "Point, Click, & Sell," by Melinda Ligos, the author observes that firms are increasingly using Web-based communication technologies to train sales reps and host sales meetings. However, for training or...

  • Personal Selling & Sales Management Abstracts. Dubinsky, Alan J. // Journal of Personal Selling & Sales Management;Spring/Summer81, Vol. 1 Issue 2, p65 

    The article presents various abstracts related to personal selling and sales management. The abstracts are classified into topics like budgeting and expenses, buyer behavior, compensation, forecasting, general sales management, motivation and job satisfaction, recruiting and selection, sales and...


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics