Northern Illinois University
College of Business

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

• What’s In It For Me? Analyzing the Value of a University Sales Competition and Recruiting Event to Corporate Sponsors

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

• The Importance of Social Selling & the Development of a Social Selling Class
• The Case for Sales Leadership Development and Education: What Sales Managers are Saying

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

• Disruptive Planning for Inside and Outside Sales: As Easy As 2-1-4-3

Pedagogy Articles

• Weighing the Case for University Sales Competitions: Significant Commitment and Rewards
• Shore Distributing, Inc.

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

• Voicemail Assignment

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

• Principles and Success Factors of Effective B2B Sales Force Compensation

Pedagogy Article

• Social Selling Index Score: Using LinkedIn to Build Social Selling Skills in the Classroom

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
  • Professor File (.xslx)
  • Student File (.xslx)
• 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

• Cross-cultural and Sales Management
• Global Account Management An Automotive Industry Perspective

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

• Dearth of a Salesperson in Marketing Research, Revisted
• Salespeople Are Amongst the Most Creative Employees But There is Plenty of Room for Improvement

Table of Contents, Letter from Editor

Academic Articles

• Auditing a Strategic Account Management Pilot: A Case Study in the Marine Manufacturing Sector
• The Utilization of Scripts in Business-to-Business Selling: An Assessment

Application Articles

• Golf as a Sales Tool

Table of Contents, Letter from Editor

Academic Articles

• Revelations from Data Mining: A Case Study of a Sales Territory
• Developing a Valid and Reliable Measurement of Attitudes Towards Salespeople

Application Articles

• Why Unified Communication Makes Sense Today
• What Candor Can Do For YOU

Table of Contents, Letter from Editor

Academic Articles

• Perceived Organizational Support and the Seven Facets of Salesperson Job Satisfaction
• Antecedents and Consequences of the Conflict Between the Marketing and Sales Departments

Application Articles

• How to Approach the Complexity of Negotiations
• From Checkers to Chess: Positioning-to-Win(TM) in Complex Selling Environments

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

• How to Minimize Realignment Issues: A Case Study

Academic Articles

• Sales Careers Stages: Testing for Sequential Change
• Necessity is the Mother of Invention: Why Salesperson Creativity is More Important Now Than Ever and What We Can Do to Encourage It

Application Articles

• There's No Such Thing as a "Red Flag", They Are Really "Tiny Corners on HUGE Red Banners"

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

• How Salespeople Should Communicate Value in a Tough Economy

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

• The Edwin Moses Theory of Direct Sales

• Levels of Sales Leadership Support: An Exploratory Study
• Sales Leaders as Senior Level Managers: A Conceptual Framework for Examining Upper Echelon Theory
• Evaluating the Impact of Collegiate Sales Training and Education on Early Salesperson Performance

Application Articles

• Don't Sell Me - Persuade Me
• Tough Selling Times and Trade Shows
• Customer Service is in the Booth!

• Alignment of Front-line Personnel: A Preliminary Attempt at Scale Development
• Information Technology and Professional Selling: What do the Sales People of Tomorrow Think?

Application Articles

• Podcasting 101
• Solution Selling in 2009
• Train or Pain for the First-Line Sales Manager?

Academic Articles

• Impact of Purchase Importance and Salesperson Behaviors on Relationship Loyalty
• The Idea Generation State of the New Product Development Process Can Key Account Management Systems Help

Application Articles

• Set Goals to Accomplish the Extraordinary
• What is the Difference Between Selling in a Robust Economy and Selling in a Failing Economy
• Are You Ready for a Sales Makeover

Academic Articles

• The Effects of Communication Mode in Relationship Selling
• Customers' Proneness to Relationship Selling and Universal Values

Application Articles

• How to Handle Your Most Important Customers: The St. Gallen KAM Concept
• Selling to Executives: How to Stop Losing and Keep Winning!
• A Case Study of Exceptional Achievement in Selling: The Raymond D. Meyo Story

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

• The Certified Sales Professional: Has the Time Finally Arrived?
• Improving Sales Performance Through Situational Management in Sales Organizations

Academic Articles

• Expanding International Sales Education: Reporting on an EU-US Workshop and Introducing the Global Sales Science Institute
• The Plateau Syndrome: The Problem and Alternative Solutions
• Sales Managers' Perceptions of the Benefits of Sales Force Automation

Application Articles

• Thoughts From Gerhardt Gschwandtner, Founder and Publisher of Selling Power Magazine
• Want to Win the Sales? Stop Playing the Purchasing Game

Academic Articles

• Antecedents and Outcomes of Salesperson Perceptions of Organization Support
• Technology Empowerment as a Determinant of Salesforce Technology Usage

Application Articles

• To PowerPoint or not to PowerPoint: That is the Question!
• Making 'Cold Calling' Easy (ier), Building Powerful Scripts and Handling the Five Categories of 'No'
• Are Your Negotiation Techniques Sabotaging Your Business Relationships? A Case Study

Academic Articles

• The Challenges of Key Account Management Implementation in Professional Service Organizations
• Are You Willing to Relocate? Recruiting the College Student in Today's Mobile Work Environment

Application Articles

• Questions Do Make the Sale
• Intent - A Crucial Component of Success in Selling

Academic Articles

• Field Sales People and Wireless Computing Technology: Testing Innovation-Diffusion Theory
• Authenticity in the Personal Selling Context
• A New Look at Industrial Sales and Its Requisite Competencies

Application Articles

• Rethink Those Tips and Tactics: Powerful Negotiation Is Simple
• How Can an Invisible Salesperson Become Visible Again
• What Does It Take to Become a Great Salesperson

Academic Articles

• Sales Force Training: What Is Needed Versus What Is Happening
• The Portal Promise: Community and Value for Salespeople

Application Articles

• Recruiting New Salespeople From Universities: University Sales Centers Offer a Better Alternative
• Strategies and Tactics to Tackle Voicemail: Ten Top Voicemail Blunders
• Earn the Right to Get the Highest Price
• The Roles of Focus and Leverage in a Successful Sales Career

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

• Using Presentations to Cultivate Stronger Customer Relationships
• Sales: A Process That Can Be Improved by Using Six Sigma
• Practice Makes Perfect: A Case Study for Skill Development

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

Application Articles

• Relationships: The 21st Century Asset
• Word of Mouth Process: Your Way to Sales Success