The importance of ethics in sales organizations is well documented, but there are still
questions about how ethics interact with firms and individuals. In a study of salespeople in …

This paper considers the selling process from a relational perspective, thereby developing a
more comprehensive understanding of the process. Emerging from this is a multi-level …

Purpose–The purpose of this article is to improve the sales training process by gaining a
deeper understanding of the first two levels–reaction and learning. Design/methodology …

Purpose: The sales literature shows that motivation is a key determinant of salesperson
performance. The literature also suggests that how managers use social power will have an …

Although the meaning of work—an individual's understanding of the purpose and
significance of his or her work—is often discussed, the issue of how to enrich the meaning of …

This paper seeks to understand (1) how chairs evaluate and motivate faculty performance
and (2) how these practices challenge marketing chairs. One hundred nine chairs, a 24 …

Although experts agree on the importance of strong customer relationships, sales force
management practices often result in behaviors that weaken relationships. The current use …

The field of sales draws a large number of marketing graduates. Sales curricula used within
today's marketing programs should include rigorous discussions of sales ethics. The …

Purpose–The purpose of this paper is to examine similarities and differences of current state
of initial sales training practices of both domestic and multinational corporations (MNCs) in …

Sales training is an educational service provided to new and existing salespersons to
improve their performance. Higher-level evaluation helps reduce the incidence of service …