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Relates how Sandwich State Bank of Sandwich, Illinois, took a market orientation in order to face the challenges presented by a changing community. Backgrounder on the market served by the community bank; Conduct of an image positioning research to determine the improvements needed by the bank; Actions taken by the bank.

Presents the results of an exploratory study designed to isolate differences in the training of sales managers in smaller and larger organizations. Training approaches and effectiveness ratings; Training leader; Training activities; Managerial and research implications.

The effectiveness of the selection process used by organizations to recruit new sales personnel is depcndent on know- ing what qualities to look for in a recruit. One popular approach in screening sales personnel has been the use of personality tests. This article proposes, in addition, the concept of Optimal Stimulation Level as a discriminating variable in the seleclion process. Accord- ing to this view, recruits characterized as high sensation seekers are thought of as having a higher probability of success in sales perfor- mance than low sensation seekcrs. An empirical study which dealt with sales personnel from four major real estate agencies was con- ducted to ascertain correlations between levels of sensation seeking and sales performance. Evidcnce from the study confirms that OSL correlates positively with sales performance. Based on these results, the concept of Optimal Stimulation Level provides a useful discrimi- nating tool in the selection of sales personnel. Variations in the level of sensation seeking can easily be measured through a number of available standardized inventories such as the Zuckerman's General Sensation Seeking Scale (GSSS). [ABSTRACT FROM PUBLISHER]