November 1988
Journal of Personal Selling & Sales Management;Nov88, Vol. 8 Issue 3, p66
Academic Journal
This article focuses on publications related to general sales management. The article "Management Training: What Companies Want and How They Get It," by McRae C. Banks and Allen L. Bures, published in a previous issue of the journal "Advanced Management Journal." Most companies evaluate training program effectiveness by looking at changes in the participant's job behavior. The effect of these programs on the participant and the organization is perceived as beneficial, increasing motivation, and bringing new ideas to the company. This study provides empirical evidence from which researchers can begin to examine management development and training decisions more thoroughly. Another article "Field Sales Managers: The High and the Low," by James M. Comer and Robert Dahlstrom, published in the 1988 AMA Educators' Proceedings." This article examines the differences between field sales managers rated lowest and highest by both their superiors and their subordinates. First, thirty-seven of seventy-one field sales managers were grouped into a "high" and "low" category. Managers in these two categories were then compared on their levels of Machiavellianism, locus of control, directedness, self-esteem, role ambiguity, job satisfaction, and experience.


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