TITLE

THE ROLE OF SELF-REGULATION TRAINING IN DEVELOPING THE MOTIVATION MANAGEMENT CAPABILITIES OF SALESPEOPLE

AUTHOR(S)
Leach, Mark P.; Liu, Annie H.; Johnston, Wesley J.
PUB. DATE
June 2005
SOURCE
Journal of Personal Selling & Sales Management;Summer2005, Vol. 25 Issue 3, p269
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
Time management, goal setting, goal attainment strategies, prioritization techniques! These are some of the self-regulation skills that today's sales organizations are attempting to develop in a sales force through self-regulation training. This study empirically investigates self-regulation training and how it can facilitate salesperson performance. Findings suggest that self-regulatory training can enhance salesperson self-regulation capabilities, decrease role ambiguity, and thereby aid sales performance. Furthermore, our findings suggest that the value of self-regulation training may not be uniform across all sales trainees. Specifically, self-regulation training may be more beneficial to salespeople after they have developed a level of mastery over fundamental core selling capabilities.
ACCESSION #
18617606

 

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