Salespeople's time use and performance

Article Abstract:

Previous research has found the proportion of time spent with customers is not related to several objective measures of concurrent performance. This article focuses on the results that emerged from a field study that investigated potential associations between time spent calling on accounts and annual sales and subjective sales performance. While time spent calling on potential accounts does not influence either measure of performance, time spent calling on established accounts is associated with subjective sales performance. One's career stage does not appear to moderate this relationship, although it is an independent predictor of how much time salespeople allocate to established accounts. Suggestions are made for future research and recommendations are offered for marketing practitioners. (Reprinted by permission of the publisher.)

Methods, Selling

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The evolution of national account management: a literature perspective

Article Abstract:

While past literature has presented a longitudinal view of how selling jobs have changed or evolved over time and has included national account management as part of this phenomenon, an evolutionary investigation has not been undertaken regarding the national account management concept. This article uses a content analysis approach to review the relevant literature on national account management process. The literature evaluation concludes that the evolution of the national account management process closely resembles the product life cycle and/or the adoptive curve. Practitioner's actions to advance national account management and implications for future academic research are discussed. (Reprinted by permission of the publisher.)

Marketing, Sales management, Key accounts

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Women's perceptions of personal selling: some positive results

Article Abstract:

Previous research has shown female college students are less favorably predisposed toward selling than males. However, recent trends in the educational and work environments lead one to expect females to be more favorable. This article investigates this expectation and presents findings that indicate females are indeed more positive toward selling than males. Suggestions are made for future research and recommendations are offered for marketing practitioners. (Reprinted by permission of the publisher.)

Psychological aspects, Sex differences (Psychology), Businesswomen

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