Despite the importance of developing sales personnel to become sales managers, virtually no attention has been given to this topic in the sales management literature. This paper presents a model that sales executives can use in developing potential sales managers. Valuable sales management...

As the influx of women entering sales positions is increasing, a growing (albeit relatively small) number of saleswomen have been promoted into first‐line sales management positions. A key question facing these managers is what kind of leadership style they should use with their sales staffs....

An increasing number of small firms are moving into export operations. This paper reports the results of a study that examined the influence of market distance on managers’ choosing between use of in‐house expertise (integration) or external sources to obtain foreign market information....