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Journal of Personal Selling & Sales Management Volume 7, 1987 - Issue 2: Special Issue: Implications and Applications for the Practicing Professional
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Original Articles

Cognitive Selling Scripts and Sales Training

Thomas W. Leigh Thomas W. Leigh is Assistant Professor of Marketing at The University of Georgia; he previously taught at Pennsylvania State University and Lincoln Land Community College. He received his D.B.A. from Indiana University and his M.B.A. and B.S. (Economics) from Southern Illinois University. His research has been published in the Journal of Marketing, Journal of Marketing Research, and the Journal of Purchasing and Materials Management. In sales, his research focuses on interpersonal communications in the sales encounter using social cognition concepts. Professor Leigh has been active in Executive Education programs for several universities and corporations.
Pages 39-48 | Published online: 24 Oct 2013

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Robert A. Peterson. (2020) Self-efficacy and personal selling: review and examination with an emphasis on sales performance. Journal of Personal Selling & Sales Management 40:1, pages 57-71.
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Stephanie T. Gillison, William Magnus Northington & Sharon E. Beatty. (2016) Employees’ Emotional Reactions to Customer Deal Requests. Journal of Marketing Theory and Practice 24:2, pages 147-165.
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Konstantinos Kakavelakis, Alan Felstead, Alison Fuller, Nick Jewson & Lorna Unwin. (2008) Making a sales advisor: the limits of training ‘instrumental empathy’. Journal of Vocational Education & Training 60:3, pages 209-221.
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RobinT. Peterson. (2006) Scripts as a Training Tool for Hospitality and Tourism Employees. International Journal of Hospitality & Tourism Administration 7:1, pages 63-82.
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Joseph O. Rentz, C. David Shepherd, Armen Tashchian, Pratibha A. Dabholkar & Robert T. Ladd. (2002) A Measure of Selling Skill: Scale Development and Validation. Journal of Personal Selling & Sales Management 22:1, pages 13-21.
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Jacqueline C. Landau & James D. Werbel. (1995) Sales Productivity of Insurance Agents During the First Six Months of Employment: Differences Between Older and Younger New Hires. Journal of Personal Selling & Sales Management 15:4, pages 33-43.
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C. David Shepherd & Rick E. Ridnour. (1995) Selling and Sales Management in Action: The Training of Sales Managers: An Exploratory Study of Sales Management Training Practices. Journal of Personal Selling & Sales Management 15:1, pages 69-74.
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Tommy E. Whittler. (1994) Eliciting Consumer Choice Heuristics: Sales Representives' Persuasion Strategies. Journal of Personal Selling & Sales Management 14:4, pages 41-53.
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Brent G. Goff, Danny N. Bellenger & Carrie Stojack. (1994) Cues To Consumer Susceptibility To Salesperson Influence: Implications For Adaptive Retail Selling. Journal of Personal Selling & Sales Management 14:2, pages 25-39.
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John F. Tanner$suffix/text()$suffix/text(). (1994) Adaptive Selling at Trade Shows. Journal of Personal Selling & Sales Management 14:2, pages 15-23.
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Patricia A. Knowles, Stephen J. Grove & Kay Keck. (1994) Signal Detection Theory and Sales Effectiveness. Journal of Personal Selling & Sales Management 14:2, pages 1-14.
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Stephen B. Castleberry & C. David Shepherd. (1993) Effective Interpersonal Listening and Personal Selling. Journal of Personal Selling & Sales Management 13:1, pages 35-49.
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William C. Moncrief. (1991) The Use of Sales Management Role Playing Exercises. Marketing Education Review 1:3, pages 46-55.
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C. David Shepherd & James C. Heartfield. (1991) Discrimination Issues in the Selection of Salespeople: A Review and Managerial Suggestions. Journal of Personal Selling & Sales Management 11:4, pages 67-75.
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Thomas R. Wotruba. (1991) The Evolution of Personal Selling. Journal of Personal Selling & Sales Management 11:3, pages 1-12.
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Lucette B. Comer & Marvin A. Jolson. (1991) Perceptions of Gender Stereotypic Behavior: An Exploratory Study of Women in Selling. Journal of Personal Selling & Sales Management 11:1, pages 43-59.
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Kenneth A. Anglin, Jeffrey J. Stolman & James W. Gentry. (1990) The Congruence of Manager Perception of Salesperson Performance and Knowledge-Based Measures of Adaptive Selling. Journal of Personal Selling & Sales Management 10:4, pages 81-90.
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C. David Shepherd & Joseph O. Rentz. (1990) A Method for Investigating the Cognitive Processes and Knowledge Structures of Expert Salespeople. Journal of Personal Selling & Sales Management 10:4, pages 55-70.
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Fred W. Morgan & Jeffrey J. Stoltman. (1990) Adaptive Selling—Insights from Social Cognition. Journal of Personal Selling & Sales Management 10:4, pages 43-54.
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