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Journal of Personal Selling & Sales Management Volume 6, 1986 - Issue 2: Special Issue: Implications and Applications for the Practicing Professional
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Original Articles

Sales Training and Impression Management

Ronald H. King Ronald H. King (Ph.D., University of Alabama) is Associate Professor of Marketing at Appalachian State University. His publications have appeared in Journal of Business Research, Journal of Marketing, Journal of Marketing Education, Journal of Personal Selling and Sales Management, and industrial Marketing Management. Dr. King's primary research interests are in sales management and industrial marketing.
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Martha B. Booze Martha B. Booze is an MBA student at Appalachian State University and currently is employed by Womble Carlisle law firm as a paralegal.
Pages 51-60 | Published online: 24 Oct 2013

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Valerie Good, Stephanie M. Mangus & Ellen Bolman Pullins. (2023) Salesperson rapport: a literature review and research agenda for an evolving digital sales process. Journal of Personal Selling & Sales Management 43:4, pages 245-269.
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Alexander Lyon & JulienC. Mirivel. (2011) Reconstructing Merck's Practical Theory of Communication: The Ethics of Pharmaceutical Sales Representative–Physician Encounters. Communication Monographs 78:1, pages 53-72.
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Tim Christiansen, KennethR. Evans, JohnL. Schlacter & WilliamG. Wolfe. (1996) Training Differences Between Services and Goods Firms: Impact on Performance, Satisfaction, and Commitment. Journal of Professional Services Marketing 15:1, pages 47-70.
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Raymond W. LaForge & Alan J. Dubinsky. (1996) Sales Training and Education: Some Assumptions about the Effectiveness of Sales Training. Journal of Personal Selling & Sales Management 16:3, pages 67-76.
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DaleG. Leathers. (1988) Impression management training: Conceptualization and application to personal selling. Journal of Applied Communication Research 16:2, pages 126-145.
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