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Journal of Personal Selling & Sales Management Volume 3, 1983 - Issue 2
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Original Articles

Evaluation of Selling Performance: A Study of Current Practices

Donald W. Jackson Jr. Donald W. Jackson, Jr. is Professor of Marketing and Director of Research in the College of Business Administration at Arizona State University. He is a frequent contributor to the business literature, having published articles in the Journal of Advertising and the Journal of the Academy of Marketing Science among others. Dr. Jackson also serves on the Editorial Review Board of the Journal of Marketing. He is an active consultant and has trained salespeople and sales managers throughout North America.
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Janet E. Keith Janet E. Keith is a doctoral candidate in the Department of Marketing at Arizona State University. She is a 1983–84 recipient of a Richard D. Irwin Doctoral Fellowship and an Academy of Marketing Science Scholarship. Her research interests center around channels of distribution and sales management.
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John L. Schlacter John L. Schlacter (Ph.D., Ohio State University) is Professor of Marketing at Arizona State University. He is involved in executive development programs at Arizona State University and with Sales and Marketing Executives International. In addition, he is a consultant in both the profit and not-for-profit sectors, where he is a frequent contributor to the management and marketing literature.
Pages 42-51 | Published online: 24 Oct 2013

References

  • Behrman, Douglas N. and William D. Perrault, Jr. (1982), “Measuring the Performance of Industrial Salespersons,” Journal of Business Research, 10(September), 355–370.
  • Cocanaugher, A. Benton and John M. Ivancevich (1978), ‘”BARS’ Performance Rating for Sales Force Personnel,” Journal of Marketing, 42(July), 87–95.
  • Conference Board (1965), “Measuring Salesmen's Performance,” Studies in Business Policy, 14, New York: Conference Board.
  • Cotham, James C. and David W. Cravens (1969), “Improving Measurement of Salesmen's Performance,” Business Horizons, 12(June), 79–83.
  • Cravens, David W., Robert B. Woodruff, and Joe C. Stamper (1972), “An Analytic Approach for Evaluating Sales Territory Performance,” Journal of Marketing, 36(January), 31–37.
  • Darden, Bill R. and Warren French (1970), “An Investigation into the Salesman Evaluation Practices of Sales Managers,” The Southern Journal of Business, 5(July), 47–56.
  • Dubinsky, Alan J. and Thomas E. Barry (1982), “A Survey of Sales Management Practices,” Industrial Marketing Management, 11(April), 133–141.
  • Jackson, Donald W., Jr., Lonnie L. Ostrom, and Kenneth R. Evans (1982), “Measures Used to Evaluate Industrial Marketing Activities,” Industrial Marketing Management, 11(October), 269–274.
  • Jackson, Donald W., Jr., Lonnie L. Ostrom, and Kenneth R. Evans and John L. Schlacter (1980), “Do Sales Managers Really Manage by Objectives,” Marketing in the 80's: Changes and Challenges, Educator's Conference Proceedings, Series 46, Richard P. Bagozzi et al, eds., Chicago: American Marketing Association, 248–251.
  • Jackson, Donald W., Jr., Lonnie L. Ostrom, and Kenneth R. Evans and Ramon J. Aldag (1974), “Managing the Sales Force by Objectives,” MSU Business Topics, 27(Spring), 53–60.
  • Jolson, Marvin A. (1977), Sales Management: A Tactical Approach, New York: Petrocelli/Charter.
  • Kearney, William J. (1976), “The Value of Behavioral Based Performance Appraisals,” Business Horizons, 19(June), 75–83.
  • Neter, John and William Wasserman (1974), Applied Linear Statistical Models, Homewood, IL: R. D. Irwin.
  • Robertson, Dan H. and Danny N. Bellenger (1980), Sales Management: Decision Making for Improved Profitability, New York: Macmillan.
  • Schiff, Jack S. and Michael Schiff (1967), “New Sales Management Tool: ROAM,” Harvard Business Review, 45(July-August), 59–66.
  • Stanton, William J. and Richard H. Buskirk (1978), Management of the Sales Force, 5th ed., Homewood, IL: Richard D. Irwin.

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