Sales management researchers and practitioners give considerable attention to early employment expectations, attitudes, and behaviors primarily because of a desire to specify the cognition process leading to performance and retention of salespeople. While a massive body of literature exists...

Purpose – Aims to examine the influence exerted by two key actors – sales person and sales manager – on the salesforce control system used by high‐tech industries. First, since these industries evolve in a highly turbulent environment, external conditions can be expected to modify the...

Purpose – The purpose of this article is to explore career development programs for the sales force including benefits, implementation and managerial implications. Design/methodology/approach – Career development programs are viewed through a conceptual model consisting of assessment,...

Purpose – A strong and repeating theme in sales force automation (SFA) tool research is perceived usefulness. When salespeople perceived high levels of SFA tool usefulness, they report higher intent and actual use. The authors aim to apply agency theory to the concept of perceived usefulness...

Purpose – This paper aims to propose and test an exploratory model, illustrating performance differences based on underlying role identities and attributions of salespeople in business markets. Design/methodology/approach – The sample consists of 60 salespeople from a Fortune 100 high...

Purpose – The purpose if this article is to study the relative impact of industry competitive conditions on salesforce consulting time and consulting effectiveness, relative to the impact of type of sales training. Design/methodology/approach – Surveys were sent to sales managers and...

Purpose – The purpose of this paper is to contribute to the understanding of sales performance measurement by developing an organizing framework for classifying sales performance measures based on the various performance criteria used by researchers. Subsequently, the results of both a focus...

Purpose – The purpose of this paper is to extend previous research on trust and sales control to develop and test an argument that links informational uncertainty to the development of managerial trust in the salesperson. Design/methodology/approach – Hypotheses are developed suggesting that...