Sales Training: Salespeople's Preparedness and Managerial Implications

Abstract

Salespeople use a variety of selling techniques in their jobs. Little published research, however, has examined how adequately sales training programs prepare sales personnel to employ these techniques. This paper reports the results of a survey that focused on salespeople's adequacy of preparation to utilize various sales techniques. The results of the study lead to several managerial implications about how to improve sales training programs.     

A Classification of Industrial Buyers: Implications for Sales Training

Abstract

Organizational buyer behavior literature, although abundant, tends to provide little help to sales practitioners in the way of identifying what kinds of buyers salespeople might encounter. This information should be especially useful in preparing sales personnel to call on prospects—they could tailor their sales call strategy to the kind of customer they call on. Little published research, however, has explored the kinds of industrial buyers. This paper (a) reports the results of a study that examined industrial buyer types, and (b) discusses sales training implications of dealing with each kind of buyer identified in the investigation.     

Eclectic Sales Management: Strategic Response to Trends in the Eighties

Abstract

Future sales managers will need more eclectic managerial training if they are to adapt successfully to developing trends in the marketing environment.     

Common barriers to healthcare for transgender people in the U.S. Southeast

Abstract

Background: Transgender and non-binary people are more likely to face barriers to healthcare than their cisgender counterparts. The majority of work in this area centers on the experiences of transgender people in northern cities and urban enclaves, yet over 500,000 transgender people live in the U.S. Southeast.

Aims: The purpose of this study is to explore barriers to healthcare among transgender people in the U.S. Southeast.

Methods: The research team conducted four 120-minute focus groups (eligibility criteria: 18?years or older, self-identify as transgender, live in the U.S. Southeast). Participants completed a demographic questionnaire prior to the start of the focus group. Each focus group explored access to and experiences of receiving basic healthcare as a transgender person in the U.S. Southeast. Established qualitative methods were used to conduct the focus groups and data analysis.

Results: Participants (n?=?48) ranged in age from 19 to 65, with the majority identifying as trans women (43.8%) and non-binary (33.3%). The sample was racially diverse: White (50%), Black (37.5%), and Latinx or Multiracial (12.5%). Multiple barriers to care were identified: (1) fear and mistrust of providers; (2) inconsistency in access to healthcare; (3) disrespect from providers; and, (4) mistreatment due to intersecting experiences of gender, race, class, and location.

Discussion: Transgender Southerners face barriers to care at the structural, cultural, and interpersonal levels. The study results have implications for researchers, as well as providers, practices, and health care systems throughout the region.     

Sex Roles and the Desirability of Job Rewards,Expectations and Aspirations of Male versus Female Salespeople

Abstract

There have been numerous studies of the impact of sex-role stereotyping upon the preferences for job rewards and the difference between men and women. This study tests for such differences in a career field where men and women compete equally—commissioned residential real estate sales. Several new hypotheses were tested to include not only differences in desirability for job rewards, but also the expectancy of success in achieving them. There was little evidence of any differences between men and women in this career field resulting from a sex-role impact.     

U.S. Patriotism and Ideologies of Group Dominance: A Tale of Asymmetry

Abstract

Using a random sample (N = 405) of White and Latino Americans from Los Angeles County, the authors explored whether there is an asymmetrical relationship between U.S. patriotism and two different dimensions of social dominance orientation: group antiegalitarianism and group dominance. Although there was no evidence of asymmetry in the relationship between U.S. patriotism and group antiegalitarianism, there was evidence of consistent asymmetry in the relationship between U.S. patriotism and group dominance. Among Whites (the dominant North American ethnic group) and depending on demographic variables such as age, education, income, and gender, the greater the respondents' tendency to subordinate “inferior groups,” the greater their level of U.S. patriotism. In contrast, among Latino Americans (the major subordinate group in Southern California), the opposite trend was found. Here, higher levels of group dominance orientation were associated with lower levels of U.S. patriotism. The theoretical implications of these findings are discussed.     

Training in and implementation of Acceptance and Commitment Therapy for depression in the Veterans Health Administration: Therapist and patient outcomes

ObjectiveThe U.S. Department of Veterans Affairs has implemented a national dissemination and training initiative to promote the availability of Acceptance and Commitment Therapy for depression (ACT-D). This paper reports on therapist and patient outcomes associated with competency-based training in and implementation of ACT-D.MethodTherapist and patient outcomes were assessed on eleven cohorts of therapists (n = 391) and their patients (n = 745).ResultsThree-hundred thirty four therapists successfully completed all requirements of the Training Program. Ninety-six percent of therapists achieved competency by the end of training, compared to 21% at the outset of training. Mixed effects model analysis indicated therapists' overall ACT-D competency scores increased from 76 to 112 (conditional SD = 6.6), p < 0.001. Moreover, training was associated with significantly increased therapist self-efficacy and positive attitudes toward ACT-D. Therapeutic alliance increased significantly over the course of therapy. Mixed effects model analysis revealed that mean BDI-II scores decreased from 30 at baseline assessment to 19 (conditional SD = 5.6) at final assessment, t(367) = ?20.3, p < 0.001. Quality of life scores also increased.ConclusionsTraining in and implementation of ACT-D in the treatment of Veterans is associated with significant increases in therapist competency and robust improvements in patient outcomes.     

Interests and institutions in skilled migration: Comparing flows in the IT and nursing sectors in the U.S.

Jeannette Money and Dana Zartner Falstrom argue that U.S. immigration policy reflects more an efficient political process than an efficient economic competition for skills. In furtherance of this position, Money and Falstrom examine the flows of imported IT and nursing industry labor. The politics of visa categories in the U.S. are a remarkable site of competition between business and societal interests as well as the different scales of local and national interest. The strongly regionalized differences pointed to by Money and Falstrom suggest, too, that politics clearly matter. They declare that the Byzantine U.S. immigration system has created a plenitude of peculiar migration channels sustained by vested client interests, and a veritable alphabet soup of visa categories.     

Increasing Sales Productivity Through Improved Sales Call Allocation Strategies

Abstract

Analytical tools have been found to greatly assist sales managers in making better sales call allocation decisions, but many of these approaches are either too simplified to provide meaningful results or too complex for many sales organizations to use. Recently a grid analysis approach has been suggested as a promising way to increase sales productivity by improving sales call allocations. We present several methodological improvements for developing the grid and report a successful application of grid analysis.     

An Empirical Investigation of The Salesperson's Career Stage Perspective

Abstract

Career stage may be a factor in explaining observed variance in sales performance. Recent sales literature has focused its attention on the Walker-Churchill-Ford model but has neglected empirical investigations of the career stage perspective first introduced by Jolson. Selected propositions offered by Cron in a previous study are the subject of empirical testing performed in this paper. Findings indicate that the career stage variable may add a significant dimension to explaining some aspects of sales performance, and it should become an integral part of sales management research.     

Organizational Commitment in the Sales Force

Abstract

Research concerning the determinants of salesperson performance has emphasized expectancy theory. While results of such studies have added greatly to our understanding of sales force behavior, the expectancy theory approach has been questioned concerning its ability to explain consistency in behavior. A potential alternative explanation for behavioral consistency lies in the concept of organizational commitment. This paper explores organizational commitment in a sales setting, discussing research findings from other disciplines and providing a conceptual framework to help guide future research in sales management.     

Alcohol Abuse in the Sales Force

Abstract

Much of the literature on the problem of alcohol abuse in the nation and in the work place implies that salespeople should be particularly susceptible to problem drinking. Most discussion of alcohol abuse by salespeople has been anecdotal and speculative in nature, however, and little empirical research has been reported to support the anecdotes and speculations. This study examines the problem of sales force alcohol abuse and reports the findings of a nationwide survey of field sales managers concerning the extent of this problem in the nation's sales forces, the methods of dealing with alcohol-abusing salespeople, and factors related to problem drinking in the sales force. Implications for sales managers, sales management educators and trainers, and researchers in the field of sales and sales management are also discussed.     

Important First-line Sales Management Qualifications: What Sales Executives Think

Abstract

What personal characteristics and performance dimensions are important in determining who is promoted to first-line sales management positions? This question concerns those who aspire to sales management positions, as well as managers who are involved in the first-line sales management process. Despite the significance of the topic, virtually no published research has examined this issue. This paper reports the results of a nationwide survey of senior-level sales executives that focused on criteria that are important in the selection of first-line managers.     

Industrial Sales Force Selection: Current Knowledge and Needed Research

Abstract

Selection of sales force members is a critical function of sales management from both time and financial perspectives, yet little published research specific to this function exists in the marketing and sales management literature. Research in personnel selection has emphasized examination of the relative importance of a few variables in a single decision context. This approach does not consider the possible effects of the multi-decision process presently used in sales force selection. This article presents a conceptual framework of the selection process, reviews the marketing, sales management, and relevant personnel selection literature, and considers necessary future research directions.     

Temperament Styles of Nigerian and U.S. Children

Abstract

Temperament styles of 400 Nigerian children are described in reference to possible gender and age differences and compared with those of 3200 U.S. children in light of Jung's theory of temperament as modified by Myers and Briggs, one that highlights four bipolar qualities: extroversion-introversion, practical-imaginative, thinking-feeling, and organized-flexible styles. Nigerian children generally prefer introverted to extroverted styles, practical to imaginative styles, feeling to thinking styles, and organized to flexible styles. In contrast to males, females are more likely to prefer feeling and organized styles. Age differences are seen only on organized-flexible styles, with a preference for flexible styles increasing with age. In contrast to U.S. children, Nigerian children tend to express higher preferences for introversion, practical, feeling, and organized styles.     

The Use of Social Bases of Power in Retail Sales

Abstract

Social power theory has been used to explain how a sales manager may influence sales personnel in an industrial sales setting. The purpose of this study is to investigate the relationship between retail sales managers' power bases and retail salespeople's job satisfaction, role conflict, role ambiguity, work motivation, organizational commitment, and job performance. Results of the study suggest that noncoercive sources of power have greater influence on these variables than does coercive power.     

Unravelling Criteria for Assessing the Performance of Salespeople: A Causal Analysis

Abstract

In the past, academic research on sales force performance has used either objective performance data or subjective managerial ratings to measure sales performance. Consistent with corporate practices, objective and subjective performance measures were used in this research project. The relationships among three components of performance: specific task behaviors, specific goal achievement and overall performance were examined. A casual analysis suggests that managerial evaluations of overall sales performance are influenced by their perceptions of specific selling behaviors and the degree to which sales people attain specified performance goals.