The manager-salesperson relationship: an exploratory examination of the vertical-dyad linkage model

Article Abstract:

The vertical-dyad-linkage model (VDL) is offered as a tool to explore the infrastructure of a sales team. Building on the philosophy found in most sales management literature that salespersons are to be managed as individuals, VDL theory allows an exploration of the underlying social organization that is present in all sales forces. Thus, the style that a manager uses with a particular salesperson will vary depending on the exchange relationship established (cadres, hired hands). The objectives of the paper are to explore the general tenets of VDL theory, to assimilate the theory in sales management, to provide implications for sales managers and salespeople, and to discuss the important implications for sales management research. (Reprinted by permission of the publisher.)

Work groups, Teamwork (Workplace)

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Effective interpersonal listening and personal selling

Article Abstract:

Although widely recognized as essential to success, little research has focused on effective listening skills in the personal selling context. This paper reviews effective listening as seen in existing sales and communication literature. Further, it presents both a cognitive process model of the interpersonal listening process and a model that explicates the relationship between listening, adaptive selling and sales performance. In addition, a series of research priorities and research propositions are presented to stimulate future research. (Reprinted by permission of the publisher.)

Selling, Listening, Social skills

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Vertical exchange quality and performance: studying the role of sales manager

Article Abstract:

Vertical Exchange Theory was introduced by Castleberry and Tanner (1986) as an integrative framework of the process by which sales managers and salespeople interact. This paper presents the results of two studies that explore propositions of the Vertical Exchange Theory. The findings have implications regarding traditional methods of sales research. These implications and implication concerning Vertical Exchange Theory are discussed. (Reprinted by permission of the publisher.)

Business communication, Sales managers

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