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Salesperson gender studies have consistently reported no differences. In contrast, a single-company study found several differences based on sales manager gender concerning salesperson attitudes, behavior, and outcome (Piercy, Cravens, and Lane 2001). The present research examines the sales manager gender issue across multiple companies from the perspective of sales managers. Sales units led by female managers display higher effectiveness. Female sales managers perform significantly higher levels of behavior-based control activities and display higher competence in this management approach, compared to male counterparts. There are few differences in managers' assessments of salespersons' behavior performance based on gender. Female sales managers do not show higher levels of organizational citizenship behavior as part of their management approach. Interestingly, no differences based on gender were found concerning several salesperson and organizational characteristics. These findings suggest that different selling environments are not affecting the study gender results. Several promising future research directions are discussed., Salesperson gender differences regarding attitudes, behavior, and outcomes attracted considerable research attention during the last decade. A strong consensus has emerged that few, if any, gender differences exist concerning various [...]

AT OUR MONTHLY SALES MEETINGS WE PAY TRIBUTE TO THOSE who made their numbers--but even for those who didn't, we still acknowledge them for getting as close as they did. […]

Robert Goldberg was standing in front of the Bay of Pigs museum when his satellite phone rang unexpectedly. On the line were fellow executives at San Francisco-based online search company […]

In retrospect, Ken Krusensterna should have known something was suspicious. It was just before eight on an unseasonably hot November evening, and Krusensterna, president of Dallas trucking company KFL Logistics, […]

LIVING to SELL No company can afford to have an Al Bundy on its sales staff. The hapless shoe salesman from television's 'Married...With Children' is the ultimate floundering huckster, with [...]

Your sales manager was spotted in the bar at a conference last week in a huddle with his opposite numbers at your two main rivals. He says it was just [...]

By Bill Farquharson Every month, I get e-mails from salespeople who write, 'I'm tired of my boss sticking a copy of your GAM column on my desk. Can't you give [...]

Byline: Jennifer Rooney Three years into her marketing career at Frito-Lay Co., and after receiving her MBA from Harvard, Cammie Dunaway faced a challenging new responsibility: driving a truck. A [...]

This minuscule script reveals a man who likes to base his decisions on raw data. He is bright and detail-conscious. Single-minded in pursuit of goals, he'll take an 'I've started [...]

A sales coordinator is the oil to an engine of a rental company - the store just wouldn't run without such a critical component. The job description includes almost every [...]

List owners are crying out for a more proactive approach to sales and marketing but, says Jeremy Saul, list managers are too behind the times to notice. List managers are [...]

Success Never Tasted So Good Omaha Steaks, which offers consumers and companies alike some of the finest steaks, poultry, seafood, pork, and other gourmet products, is proud of the success […]

THE ECONOMY MAY be slowing down, but most sales managers remain confident that their sales forces will meet quotas this year. According to a recent SMM survey, more than 60 […]

After graduating from Simpson College with a psychology degree, Karen Marcussen planned to take a year off and then go to graduate school. She took a part-time sales job at [...]

Micromanaging sales managers pay a high price for their controlling ways. Their overbearing tactics can alienate salespeople and send them running for the door. The scary part: You might be […]

A powerful marketing tool of the past moves into the 21st century IT'S THE DAWN of a new century, and the Survey of Buying Power confirms that we've seen incredibly […]

Ford Motor Co. dealers in the New York area have lost a trusted business associate and friend with the retirement of long-time sales manager Robert Lusko. He spent 40 years [...]

AS KEITH PALMER lectured from the front of the training room, a voice heckled from the rear: "We've heard about relationship selling a thousand times. What's different about this technique?" […]

These six purchasing executives control more than $17 billion in spending. Does your sales force have what it takes to sell to them? PURCHASERS. THEY MAKE THE DECISIONS that make […]

Bonnie Beattie, recently retired as manager, meetings and conventions, for Equitable Life of Iowa, has been spending a lot of time in the hospital. Not as a patient, but as [...]

Many high-powered executives wouldn't win popularity contests held by their direct reports. Especially in sales, managers will often get promoted based on their financial savvy, despite their inability to manage […]

The assumption is wrong but continues to persist: If a person has been successful in selling a product or a service, he will be able to manage others to do […]

AT ISSUE: What traits make an effective sales manager? SALESPERSON: "The number-one trait is having realistic expectations. Sometimes managers don't get it, and expect you to sign up a company […]

My better half always knew. Countless mornings, I left the house with hopes as high as the loftiest clouds. Pumped-up dreams calling my name: 'Today's the day, Tim; today is [...]

Take this three-question test to determine if you are an approachable or intimidating sales manager to your sales team. Answers are provided by Sam Allman, president of Allman Consulting and […]

Take this test to determine if you're a micromanager. Answers are provided by Debra Condren, Ph.D., founder and president of Business Psychology Solutions, based in New York and San Francisco. […]

"Playing golf is like watching water boil," says Dahna Chandler, the Washington-based chief relationship officer for E*pifany Communications Group. "There's so much etiquette involved that you can't interact with clients. […]

To: My Husband's Clueless Boss From: The Angry Wife of a Salesman Dear Mr. Sales Manager: My husband brought home a cigar this evening, a gift from you for closing […]

There are some universal guidelines for presenting one's self at a sales call--know your product, know your customer, be sure to wear pants--and then there are the more subtle messages […]

In response to scandals that have rocked corporations this year, executives are becoming overly cautious when it comes to evaluating their prospective employers. In a new survey conducted by ExecuNet, […]

Many companies are trying to win the battle against a beleaguered economy by bringing in CEOs to breathe new life into the organization. Amid this game of CEO musical chairs, […]

If the extent of scandal going on in Corporate America isn't giving sales managers and salespeople pause, it should. The increased scrutiny on corporate accounting practices and shareholders' expectations that […]

"I didn't have a summer vacation last summer. But I'm getting married this summer. We won't do the official honeymoon until probably sometime next year, but we might go someplace […]

Boy scout with a hard centre Dominic Mills meets the Express's Mike Moore in a series on top salespeople There is something of the boy scout about Express Group sales [...]