TITLE

FROM THE EDITOR

AUTHOR(S)
Boles, James S.
PUB. DATE
June 2009
SOURCE
Journal of Personal Selling & Sales Management;Summer2009, Vol. 29 Issue 3, p205
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
An introduction is presented to articles from the June 2009 issue of "Journal of Personal Selling & Sales Management," including "Sales Buy-In of Marketing Strategies: Exploration of Its Nuances, Antecedents, and Contextual Conditions,� by Avinash Malshe and Ravipreet S. Sohi, �Examining the Impact of Servant Leadership on Sales Force Performance," by Fernando Jaramillo, Douglas B. Grisaffe, Lawrence B. Chonko, and James A. Roberts, and "Reexamining the Influence of Career Stages on Salesperson Motivation: A Cognitive and Affective Perspective,� by C. Fred Miao, Donald J. Lund, and Kenneth R. Evans.
ACCESSION #
42959918

 

Related Articles

  • From the Editor. Boles, James S. // Journal of Personal Selling & Sales Management;Fall2010, Vol. 30 Issue 4, p297 

    An introduction to the journal is presented in which the editor discusses various reports published within the issue including one on transformational leadership and sales force moral judgment, one on sales management training, and one on perceived customer dependence and salesperson influence...

  • Leadership principles for today's tough, challenging times. Widener, Chris // Sell!ng;Dec2002, p1 

    Discusses how to exhibit leadership when sales are down.

  • If your would do it later, why wouldn't you do it now? Gitomer, Jeffrey // Enterprise/Salt Lake City;4/29/2002, Vol. 31 Issue 45, p14 

    Comments on the use of a proactive approach in leadership in sales management aspect. Citation of reasons on failure to establish innovations in sales move; Description of proactive leadership; Offer of Web site for the sales persons.

  • Don't let your rival steal the initiative; be first. Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);4/26/2002, Vol. 49 Issue 18, p33A 

    Provides tips in sales enterprising. Use of a proactive approach in dealing people; Factors causing the failure in sales motives; Importance of proactive leadership.

  • Recession RX: Start With Sales Management. Haskell, John // American Salesman;Oct2008, Vol. 53 Issue 10, p12 

    The article discusses the role of sales management in addressing and surviving an economic recession. The author cites some questions to ask in times of a recession, including whether the sales manager is aggressively managing the sales force and whether the business will depend its success on...

  • IF YOU DON'T USE IT YOU'LL LOSE IT.  // NZ Business;Mar2009, Vol. 23 Issue 2, p8 

    The article features business consultant John Morrell. He propounds his view that outstanding sales management and leadership contribute to a successful sales team in a difficult economy. According to the author, Morrell offers seminars through his company New Zealand Business Forums allegedly...

  • Replace sales management with sales leadership. Kelly, Michael // Marketing News;6/19/95, Vol. 29 Issue 13, p10 

    The article discusses the elements of good sales leadership. Field experience is a must for sales managers. Listening skills should be developed just as speaking. Sharing ownership is one way of ensuring greater productivity. The superperson syndrome is a flip side of sales leadership wherein a...

  • Wanted for the economy: visionary leaders. Norton, William // New Hampshire Business Review;5/23/2008, Vol. 30 Issue 11, p31 

    The author reflects on the remediation adopted to ensure the growth of commercial real estate in New Hampshire. He asserts that changes in leadership and vision have contributed to improve the quality of life among entrepreneurs. Further, he reveals that well-located property purchased at...

  • Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance. Shannahan, Kirby; Bush, Alan; Shannahan, Rachelle // Journal of the Academy of Marketing Science;Jan2013, Vol. 41 Issue 1, p40 

    In this two-part empirical study, a measure of athletic coachability is adapted and applied to salespeople in a business-to-business sales context. Relationships among salesperson coachability, salesperson trait competitiveness, sales manager leadership style, and sales performance are...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics