Selling and sales management in action: sales force effectiveness research reveals new insights and reward-penalty patterns in sales force training

Article Abstract:

Training accurately predicted sales forces' performance nearly 50% of the time in a national research study of paper and plastics merchant wholesalers' sales force effectiveness. The top performing sales forces front-load the length of training for new salespeople and broaden its methods, sources, and contents. Managerial recommendations are to: (a) reallocate training budgets that balance new and experienced salesperson's training, (b) re-focus on training content to balance strategy-oriented training with knowledge and interpersonal communication skill areas of training content, (c) diversify training sources and methods for new salespersons' training, and (d) involve suppliers and customers in merchant sales force training. (Reprinted by permission of the publisher.)

Research, Occupational training

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Leaders in selling and sales management: John Cameron Aspley and the Dartnell Corporation

Article Abstract:

James Cameron Aspley revolutionized the sales management discipline in 1916 by introducing a mimeographed news bulleting designed to provide salespeople with periodic and timely information to improve their performance. Aspley recognized that salespeople needed such information but that there was no other easily accessible source. He felt that salespeople and sales managers could benefit from learning in other industries so he established The Dartnell Sales Service. This news bulleting was an inter-industry vehicle for exchanging personal selling techniques and sales management principles. (Reprinted by permission of the publisher.)

Book publishing, Periodicals, Management, Usage, Influence, Selling, Newsletters, Aspley, James Cameron, Dartnell Corp.

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