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Journal of Personal Selling & Sales Management Volume 15, 1995 - Issue 1
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Original Articles

Selling and Sales Management in Action: The Training of Sales Managers: An Exploratory Study of Sales Management Training Practices

C. David ShepherdC. David Shepherd received his Ph.D. in Marketing at The University of Tennessee, Knoxville. He is currently an Assistant Professor at The University of Tennessee at Chattanooga. His experience includes over five years in sales and sales management with the Burroughs Corporation. Dr. Shepherd has published in the Journal of Personal Selling & Sales Management, the International Journal ofManpower, Marketing Intelligence & Planning, the proceedings of the Academy of Marketing Science and the American Psychological Association.
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Rick E. RidnourRick E. Ridnour received his Ph.D. from Iowa State University. He is currently an Assistant Professor of Marketing in the College of Business at Northern Illinois University. His business experience includes sales and marketing positions in banking, real estate and industrial manufacturing. Dr. Ridnour has published in the Journal of Applied Business Research, Journal of Professional Services Marketing, Journal of Euromarketing, proceedings of the Southern Marketing Association and National Conference in Sales Management.
Pages 69-74 | Published online: 24 Oct 2013

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Richard E. Plank, David A. Reid, Steven E. Koppitsch & Jeffrey Meyer. (2018) The sales manager as a unit of analysis: a review and directions for future research. Journal of Personal Selling & Sales Management 38:1, pages 78-91.
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Rajiv Mehta, Bert Rosenbloom & Rolph Anderson. (2000) Research Note: Role of the Sales Manager in Channel Management: Impact of Organizational Variables. Journal of Personal Selling & Sales Management 20:2, pages 81-88.
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AlanJ. Dubinsky, RolphE. Anderson & Rajiv Mehta. (1999) Selection, Training, and Performance Evaluation of Sales Managers: An Empirical Investigation. Journal of Business-to-Business Marketing 6:3, pages 37-69.
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Frederick A. Russ, Kevin M. McNeilly & James M. Comer. (1996) Leadership, Decision Making and Performance of Sales Managers: A Multi-Level Approach. Journal of Personal Selling & Sales Management 16:3, pages 1-15.
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