Journal of Selling - Special Issue: Women in Sales
Vol 20 No 2
Cover, Table of Contents, Letter from Editor
Academic Articles
- On the Relationship Between Self-Efficacy and Sales/Job Performance: Does Gender Matter?
- Gender Differences in Dispositional Traits of Sales Representatives
- Selling with Confidence and Empathy: Utilizing Improvisation Training to Explore the Gender Gap in B2B Sales
- Hey Blue Eyes: Sexism Still at Work in the Modern Sales Workplace
Application Articles
- It’s Time to Move Past Lean-In: Breaking Institutional Barriers to Empower Female Sales Leaders
- Walking the Talk: LinkedIn’s Best Practices to Advance Women in Sales
Pedagogy Articles
Related Links
Archives
Cover, Table of Contents, Letter from Editor
Academic Articles
- Creating Advocates: A Social Network or Role-Making Phenomenon?
- Current Trends and Environmental Changes Impacting Sales Practice
- Developing Formative Measures for Understanding Social Media Use in Sales
- Sales Enablement: Definition, Domain, and Future Considerations
Application Articles
- Gender Differences in Salespeople: Implications for Sales Organizations
- Email, Voicemail, Social Media, or In Person Visits? Insights into Buyers’ Contact Preferences for Salespeople
- B2B Buyers Want Leadership from Sellers
Pedagogy Articles
Cover, Table of Contents, Letter from Editor
Academic Articles
- Fostering Sales Leadership Effectiveness: Complementary Effects of Sales Coaching and Leader-Member Exchange
- Support and Participation in Sales Manager-Salesperson Interactions
- An Exploratory Investigation into How Grit Influences the Leadership Practices of Sales Managers
Application Articles
- Leadership Practices of Sales Managers and Their Impact on Workplace Engagement
- A Review of the Sales Leadership Style and Type Literature with Adaptations for Sales Leadership
Pedagogy Articles
Cover, Table of Contents, Letter from Editor
Academic Articles
- Exploring the Dark Side of Trust in Business Relationships from the Perspective of the Sales People
- In the Shadows: When Unethical Intent Mediates Customer Orientation and Sales Performance
- Deviant Behavior in Sales: Positive, Negative or Indifferent?
- Destructive Selling: An Exploratory Descriptive Inquiry Using Qualitative and Survey Research
Cover, Table of Contents, Letter from Editor
Academic Articles
- Towards a Framework for Evaluating Sales Managers
- The Influence of Servant Leadership on Business-to-Business Salespeople's Social Media Usage
- Understanding the Role of Trust and Expertise When Developing Business-to-Business Relationships in France
- Developing Social Selling Influence: An Archetypal Examination of Content Strategies and Influence Tactics
- Perceptions of Professional Sales Careers: The Impact of Various Sources of Information
Application Articles
Pedagogy Articles
Cover, Table of Contents, Letter from Editor
Academic Articles
- The Digital Selling Movement: An Evolution of Change and Research Opportunities
- The Roles and Responsibilities of the Inside Sales Force: A Strategic Framework
- Inside Sales Force and Gender: Mediating Effects of Intrinsic Motivation on Sales Controls and Performance
Application Articles
- The Inside-Outside Alliance: How Inside and Field Sales Teams Collaborate to Maximize Growth
- The Power of Inside Sales and Sales Acceleration
- A Sales Disruption: Is Digital Sales Replacing Traditional Field Sales?
Pedagogy Article
Cover, Table of Contents, Letter from Editor
Academic Articles
- An Exploratory Study of Sales Managers’ and Sales Professionals’ Perceptions of eLearning and Job Performance
- The Effect of Perceptual Differences between Firm Market Orientation and Salesperson Customer Orientation on Salesperson Performance
- Writing Effective Prospecting Emails: An Instructional Guide
Application Article
Pedagogy Article
Table of Contents, Letter from Editor
Articles
- Honor Among Salespeople: Using an Ethical Role Play and Code of Ethics Exercise to Develop and Ethical Framework in a professional Selling Course
- Developing Professional Social Networks: Student Outcomes Using LinkedIn
- How Sales Managers Evaluate Talent to Optimize Sales Results:
A Classroom Case Study For Sales Students - Developing Effective Habits of Self-Management:
Preparing the Salesforce for the Future - Bringing Sales Analytics to the Classroom:
Teaching Sales Students How to Use Excel to Derive Insight From Sales Data - The UniversitySalesCup Competition – Engaging & Motivating Sales Students
Cover, Table of Contents, Letter from Editor
Articles
- The Role of the Salesperson: A Semiotic Analysis of Salesmanship in Movies
- Ethical Climate and Psychological Contract Violation:Precursors of Salesperson Frontline Deviance
- When Sales and Marketing Align: Impact on Performance
- Can B2B Sales Representatives Distinguish between Legal and Illegal Activities: Initial Empirical Evidence
- Designing Sales Contests in Call Centers: Understanding Inside Salespeople’s: Preferences for Contest Design Attributes and Rewards
Articles
- Value Creation Within The Sales-Marketing Interface:The Varied Approaches to Integration
- Rx for Success: Creation of Firm Value through Detailing
- Does Co-creation Always Produce Values: An Experimental Study
- Impact of Satisfaction with Sales Supervisor on Offering Client Value and Customer-Oriented Selling
- Skills, Effort, or Learning: How Do Salespeople Create Superior Value for Automotive Dealerships in China?
Articles
- Communication Techniques in Adaptive Selling A Strategic Account Management Approach
- Comparing the Two Newest Models of Sales Performance Silent Edge and Corporate Executive Board
- Establishing, Growing, and Running a Sales Program An Analysis of Certified University Sales Centers
- Running an Effective Induction Program for New Sales Recruits Lessons from the Financial Services Industry
- Valuing the Salesperson Assessing Financial Consequences of B2B Customer Loyalty to the Salesperson
Articles
- A Psychometric Analysis and Comparison of Three Competing Communication Style Taxonomies
- An Exploratory Study of the Content Areas of an Advanced Professional Selling Course A Comparison of Professors' and Sales Managers' Opinions
- Salesforce Socialization Revisited A Search for Salient Constructs
- The Sales Manager Development Gap Are Leaders Equipped to Walk the Walk
Articles
- Key Account Management Orientation and Its Impact on Performance An Empirical Study
- Sales Training Evaluation An Integrated Framework and Research Agenda
- Selling in the New Venture Context Influencing Buyer Intentions Through the Liabilities and Assets of Newness
- The Impact of a Salesperson's Smile on Perceptions of Trustworthiness
- Understanding Impct of Quota Participation and Difficulty on Sales Performance
Academic Articles
- Culture's Mediating Role on Global Sales Training
- Investigation of Commonly Used International Market Selection Variables in Direct Selling
- Testing the Impact of Organizational Culture on Work Outcomes and Attitudes An Empirical Study in the Travel Agencies in Egypt
Application Articles
Academic Articles
- A Multi-University Empirical Study of Student Perception of Sales Education and Careers in Professional Selling
- Analysis and Lessons Learned from a Student Sales Force
- Extremeness Aversion Techniques in Personal Selling An Exploratory Study
- Managing Emotions in Personal Selling Examining the Role of Emotion Regulation Strategy in Salespeople
Application Articles
Academic Articles
- Psychological Climate Dimensions as Antecedents to Salespeople's Organizational Commitment, Turnover, Success Beliefs and Performance
- Psychological Empowerment of Salespeople: Antecedents and Consequences
- Does the Quality of Consulting Related Behaviors Mediate the Relationship Between Those Behaviors and Salesperson Effectiveness?
Application Articles
Academic Articles
- Turnover in the Sales Force: A Comparison of Hunters and Farmers
- Why Sales Managers Should Provide More Leadership Support: The Relationship between Levels of Leadership Support and Salesperson Performance
- The Impact of Managerial Trust and Control on Salesperson Performance
Application Articles
Academic Articles
- Ethical Climate's Influence on Sales Management Practices
- Drivers of Organizational Commitment Among Salespeople
- The Impact of Self-Efficacy on Expectancy, Effort, and Adaptive Selling in a Personnel Selling Context
- Gender Differences in Communication: Implications of Salespeople
Application Articles
Academic Articles
- The Effects of Communication Mode in Relationship Selling
- Customers' Proneness to Relationship Selling and Universal Values
Application Articles
Academic Articles
- How Do I Trust Thee? Let Me Control the Way: The Role of Sales Control in the Development of Sales Manager Trust
- What is Successful Sales Behavior? Exploratory Research in Business-to-Business Markets in the UK
- The Impact of Stigma: Negative Stereotypes of Salespeople
Application Articles
Academic Articles
- Antecedents and Outcomes of Salesperson Perceptions of Organization Support
- Technology Empowerment as a Determinant of Salesforce Technology Usage
Application Articles
Academic Articles
- Sales Force Training: What Is Needed Versus What Is Happening
- The Portal Promise: Community and Value for Salespeople
Application Articles
Academic Articles
- Situational Salesforce Leadership Using Sales Control and Trust
- Personality and Relational Time Perspective in Selling
- Exploring the Practice of Undercover Selling
Application Articles
Academic Articles
- Delivering Integration, Value, and Satisfaction Through Key Account Manager's Communication
- Do You See what I See? A Comparison of "Ivory Tower" and "Real World Perspectives Regarding the Contribution of Sales related Courses in University Curricula
- An Analysis of the Effect of Sales Force Automation on Salesperson Perceptions of Performance