Predicting the effectiveness of industrial saleswomen

Article Abstract:

This article reports the results of a study assessing sales managers' perceptions of their subordinate saleswomen's sex role identity and performance effectiveness. It was found that managers perceived both "masculine" and "feminine" traits, as measured by a short form of the Bem Sex Role Inventory, to contribute to effective performance by the women. Masculine traits seemed to be more important than feminine traits in effective prospecting, contacting customers, probing for needs, stimulating desire, and closing. However, feminine traits tended to dominate when explaining retention activities. Implications for selection and training of saleswomen are discussed. (Reprinted by permission of the publisher.)

Research, Evaluation, Training, Sex differences, Sales managers, Women sales personnel

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When salespeople fail: assessing blame

Article Abstract:

"When a salesperson fails, it is almost always management's fault." Failure is measured by the termination (voluntary or otherwise) of the salesperson or by the failure of the salesperson to reach expected goals or standards such as quota, forecast, or other measures of productivity. When a salesperson fails, either the wrong person was hired, or if the right person was hired, he or she was improperly managed. The analyses of several realistic mini-cases illustrate the attachment of managerial blame to each example of salesperson failure. (Reprinted by permission of the publisher.)

Case studies, Sales management, Failure (Psychology)

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Qualifying sales leads: the tight and loose approaches

Article Abstract:

Salespeople and outside observers generally prefer sales leads from prospects who are receptive and have overt desire and preference for the seller's products. An analysis of the lead generation and processing program of a marketer to both business and household consumers yields some surprising conclusions related to the effectiveness and efficiency of highly qualified (tight) in comparison with less qualified (loose) leads. (Reprinted by permission of the publisher.)

Methods, Marketing, Business-to-business market, Business to business market, Selling

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