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Byline: Yash Ved Apeejay Stya University (ASU), Mumbai in association with National Skill Development Corporation (NSDC) announced a certificate course in Pharma Sales Management. This course will cater to the [...]

Byline: Danielle Szatkowski Being outgoing wasn't natural for Yvonne Garcia, and sometimes she felt intimidated -- which can be a problem for someone in retail. So the sales associate at [...]

To link to full-text access for this article, visit this link: http://dx.doi.org/10.1016/j.indmarman.2009.11.003 Byline: Jeong Eun Park (a), Juyoung Kim (b), Alan J. Dubinsky (b)(c)(d), Hyunju Lee (e) Keywords: Customer relationship management; Sales force automation; Effective selling; Relationship quality; Sales performance Abstract: Sales force automation (SFA) technologies are increasingly used to support customer relationship management strategies. However, previous studies have reported mixed results about the performances of SFA technologies. Therefore, this study seeks to further examine the impact of SFA usage on both customer relationship quality and sales performance. Additionally, the mediating roles of learning and adaptive selling behaviors on the outcomes of SFA usage are investigated. The results highlight the mediating role of salesperson learning and adaptive selling behaviors in the SFA usage and sales performance relationship. Especially noteworthy is the impact of learning through adaptive selling on those outcome variables. Implications for SFA research and practice that may further improve our understanding of this increasingly relevant topic are also offered. Author Affiliation: (a) College of Business Administration, Ewha Womans University, 11-1 Daehyun-dong, Seodaemun-gu, Seoul 120-750, Republic of Korea (b) Graduate School of Business, Sogang University, #1, Shinsu-dong, Mapo-gu, Seoul 121-742, Republic of Korea (c) Center for Sales Innovation, St. Catherine University, St. Paul, MN, USA (d) Purdue University, West Lafayette, IN, USA (e) Department of Marketing, College of Business Administration, Ewha Womans University, 11-1 Daehyun-dong, Seodaemun-gu, Seoul 120-750, Republic of Korea Article History: Received 31 October 2008; Accepted 12 November 2009

Specific selling techniques are a traditional part of sales training like the proven testimonial closing. The survey of over 200 industrial buyers reveals flaws in sales presentations and suggests techniques that are apart from adaptive selling. Industrial buyers differentiate between standard selling techniques and associate a specific set of techniques with highly adaptive salespeople.

Plumbing is a category that mystifies and intimidates many consumers. But it doesn't have to be that way. Retailers can instill the confidence that the average do-it-yourselfer needs to successfully [...]

There is a need for more professionalism in the business of being a manufacturers' agent especially for representatives who work primarily with industrial contractors. The Manufacturers' Agents National Assn has started its Certified Professional Manufacturers' Representatives program, which enables representatives to achieve this professionalism. The three-level course exposes participants to top performing, experienced agents whose perspectives are invaluable and insight-full.

ICICI Bank and ITM University, Chhattisgarh joined hands to offer a specialised certificate course in Retail Banking Sales Management aimed at creating a talent pool to cater to the growing [...]

When it comes to behavior change, everyone assumes that virtual sales skills training is a pale imitation of classroom-based training. If that training is just self-paced online modules where a [...]

By Paul Cherry Six Ways to Eliminate Price Concerns You've been prospecting this company for ages, and finally got your foot in the door. You're apprehensive because you're meeting with [...]

Bobbitt, L. Michelle, Scott A. Inks, Katie J. Kemp, Donna T. Mayo (2000), 'Integrating Marketing Courses to Enhance Team-based Experiential Learning,' Journal of Marketing Education, 22 (April), 15-24. These authors [...]

Dear Colleagues: I believe you will find that the papers in this issue offer an array of thought-provoking and varied explorations into important topics in sales and sales management. As [...]

ARLINGTON, Va. -- The Air Conditioning Contractors of America (ACCA) has scheduled a series of new two day workshops designed to instruct commercial and residential contractors on low to boost [...]

A well-crafted sales letter is a powerful competitive advantage for a simple reason: few people can write one (Mary Connors 1999). Successful learning is engaged, committed, personal (Janet Emig 1997). [...]

Implementation of a well-planned and organized sales training program is crucial for foodservice distributors who subscribe to the 'grow your own talent' philosophy. While many distributors still avoid training by [...]

For most people retirement means fishing, golf, travel and other leisure activities, but not for John Wyman. After retiring from a highly successful management career with AT&T, Wyman has begun his second career as a business educator. (Reprinted by permission of the publisher.)

Agents Applaud School For Sales The 'Premier School' appears to be a big hit with agents and insurers. Sponsored by the American College, the new sales and marketing school offers [...]

Fin. Satellite Network To Train Brokers NEW YORK--Claiming to be the first subscription-based business television satellite network for investment professionals, Dallas-based Financial Satellite Network says it will begin broadcasting in [...]

Do you recognise this prayer?'Give me the serenity to accept the things I cannot change, the strength to change the things I can and the wisdom to know the difference'. [...]

[33] Hagenbuch, David J. (2006), 'Service Learning Input and Outcomes in a Personal Selling Course,' Journal of Marketing Education, 28 (1), 26-34. [Dwyer] Service learning, a subcategory of experiential and active learning, applies educational concepts that students learn in the classroom to community service projects. This paper presents the merits of applying service learning to a personal selling course. More specifically, students worked in sales teams in support of nonprofit organizations' financial development goals. Quantitative and qualitative analysis supported the benefits of this applied form of learning for both the sales students and their nonprofit partners.

[32] Gulati, Rajesh, Dennis Bristow, and Douglas Amyx (2006), '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,' Journal of Selling & Major Account Management, 6 (1), 22-37. [Shoemaker] These authors examine the perspectives of sales educators and practicing sales managers regarding the appropriate course offerings in a sales curricula and the value of a sales education. An understanding of the perceptions of both groups will allow programs to reduce the gap between educators and practitioners. The marketing lens model that assesses the difference in perceptions of individuals and groups with different backgrounds of a shared environment was employed. Usable questionnaires were completed by 93 sales educators and 168 sales managers. Sales educators and managers agreed that a two-course format was most effective. Both selling and sales management courses were perceived to improve an entry-level salesperson's skills by both sales educators and sales managers. However, sales educators perceived the value of both sales management and selling skills courses to be more favorable than sales managers' perceptions.

[31] Bristow, Dennis N., Rajesh Gulati, Douglas Amyx, and Jennifer Slack (2006), 'An Empirical Look at Professional Selling from a Student Perspective,' Journal of Education far Business, 81 (5), 242-249. [Schetzsle] This paper examines the impact of sales courses on sales student and nonsales student perceptions of professional selling. The sample consisted of 271 junior- and senior-level undergraduate students at a Midwestern state university. Results suggest a significant difference in sales student and nonsales student perception of a personal selling career. In addition, sales students perceived sales courses to contribute to the skill set needed to be successful in a professional selling career.

I read the article 'Six Ways to Train for Change in Your Sales Team' (July issue) with much interest. Your enthusiasm, interest, and genuine desire to make a difference were [...]

Most people have heard of Robert Fulgham's expression, 'Everything I need to know, I learned in kindergarten,' The idiom refers to the importance of instilling strong morals and principles in [...]

There was an online article the other day that said marketing was going to be one of the top career opportunities in the near future. I suppose it isn't surprising, [...]

This study presents the results of a national survey of sales managers. The results show that, from the sales manager's perspective, university level course curriculums that feature coverage of both personal selling and sales management topics are most adequate in terms of preparing students for success in sales related careers. In addition, sales managers indicated that sales related courses provide students with better professional selling/sales management skills. Implications for university administrators are discussed, and future research ideas are presented.

Recently, a number of college students have contacted me asking if I know of any universities that offer courses in dealership management. I don't know of any, so I've passed [...]

GATEWAY HAS launched its post graduate diploma in retail management -- roughly equivalent to a Diploma in Management Studies or a first degree -- at Bournemouth University. Gateway introduced the [...]

Mounting sales costs affect top management, sales management, and the sales force. Many Chief Executive Officers (CEOs) are frustrated by the high cost of maintaining a sales force. Some managers feel that by increasing sales, they will increase profits. This is not always the case. Cost-minimization tactics are not always effective, either; they may alienate the sales force. Sales managers should be selling, not managing. A holistic approach, like preventive medicine, may be effective.

Universities should add sales management classes to business curricula. Many business graduates assume sales positions upon leaving school, but few schools expose students to selling skills. Sales techniques and management have relatively low status in the academic world, but such skills are highly valued in business.

National Sales School Planned The National Association of Professional Insurance Agents and Eaglemark Consulting Group will introduce a National Sales School beginning in 1990. The all-industry program will be offered [...]