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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.
&
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

References

  • Boedecker, Karl A., Fred A. Morgan, and Jeffrey J. Stoltman (1991), “Legal Dimensions of Salesperson's Statements: A Review and Managerial Suggestions,” Journal of Marketing, 55(January), 70–80.
  • Butler, John K., Jr., and Richard M. Reese (1991), “Leadership Style and Sales Performance: A Test of the Situational Leadership Model,” Journal of Personal Selling & Sales Management, 11(Summer), 37–46.
  • Castleberry, Stephen B. and John F. Tanner, Jr. (1986), “The Manager-Salesperson Relationship: An Exploratory Examination of the Vertical-Dyad Linkage Model,” Journal of Personal Selling & Sales Management, VI (November), 29–37.
  • Dubinsky, Alan J. and Thomas E. Barry (1982), “A Survey of Sales Management Practices,” Industrial Marketing Management, 11, 137.
  • Erffmeyer, Robert C., K. Randall Russ, and Joseph F. Hair, Jr. (1991), “Needs Assessment and Evaluation in Sales-Training Programs,” Journal of Personal Selling & Sales Management, 11(Winter), 17–30.
  • Hopkins, David S. (1978), Training the Sales Force: A Progress Report, New York: The Conference Board.
  • Lagace, Rosemary R. (1990), “Leader-Member Exchange: Antecedents and Consequences of the Cadre and Hired Hand,” Journal of Personal Selling & Sales Management, 10(February), 11–19.
  • Leigh, Thomas W. (1987), “Cognitive Sales Scripts and Sales Training,” Journal of Personal Selling & Sales Management, 7(August), 39–48.
  • Rubash, Arlyn R., Rawlie R. Sullivan, and Paul H. Herzog (1987), “The Use of an ‘Expert’ to Train Salespeople,” The Journal of Personal Selling & Sales Management, 7(August), 49–55.
  • Shepherd, C. David and James C. Heartfield (1991), “Discrimination Issues in the Selection of Salespeople: A Review and Managerial Suggestions,” Journal of Personal Selling & Sales Management, 11(Fall), 67–75.
  • Tanner, John F., Jr., and Stephen B. Castleberry (1990), “Vertical Exchange Quality and Performance: Studying the Role of the Sales Manager,” Journal of Personal Selling & Sales Management, 10(Spring), 17–28.

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