Грэг Маршалл - Управление отделом продаж

Arthur Bragg. Are Good Salespeople Born or Made? Sales & Marketing Management (сентябрь 1988). С. 74.

Gilbert A. Churchill, Jr., Neil M. Ford, Steven W. Hartley, and Orville C. Walker, Jr. The Determinants of Salesperson Performance: A Meta-Analysis. Journal of Marketing Research (май 1985). С. 103–118. См. также Ford, Orville C. Walker, Jr., and Gilbert A. Churchill, Jr. Selecting Successful Salespeople: A Meta-Analysis of Biographical and Psychological Selection Criteria, in Review of Marketing, ed. Michael J. Houston. Chicago: American Marketing Association, 1988. С. 90–131; Goutam Challagalla and Tasaddug A. Shervani. Dimensions and Types of Supervisory Control: Effects on Sales Performance and Satisfaction. Journal of Marketing (январь 1996). С. 47–60; Fernando Jaramillo, Jay Prakash Mulki, and Greg W. Marshall. A Meta-Analysis of the Relationship Between Organizational Commitment and Salesperson Job Performance: 25 Years of Research. Journal of Business Research 58 (июнь 2005). С. 705; Verbeke, Willem, Bart Dietz, and Ernst Verwaal, Drivers of sales performance: a contemporary meta-analysis, Have Salespeople become knowledge brokers? Journal of the Academy of Marketing Science 39 (2011). С. 407.

Christen P. Heide. Dartnell’s 30th Sales Force Compensation Survey. Chicago: Dartnell Corporation, 1999. С. 187. См. также HR. Chally, Applying Total Quality Management to Managing Talent» (2006). С. 5.

Jeffrey K. Sager. Recruiting and Retaining Committed Salespeople. Industrial Marketing Management (май 1991). С. 99–103.

Heide. Dartnell’s 30th Sales Force Compensation Survey, с. 143.

Тот же источник.

Stan Moss. What Sales Executives Look for in New Salespeople, Sales & Marketing Management (март 1978). С. 43–48 ; Thomas Rollins , How to Tell Competent Salespeople from the Other Kind. Sales & Marketing Management (сентябрь 1990). С. 116–117, 145–146; Michael K. Rich and Daniel C. Smith. Determining Relationship Skills of Prospective Salespeople. The Journal of Business & Industrial Marketing 15 (2000). С. 242.

Ford и соавт. Selecting Successful Salespeople, pp. 90–131.

Ford и соавт. Selecting Successful Salespeople. См. также Seymour Adler, Personality Tests for Salesforce Selection: Worth a Fresh Look. Review of Business (лето 1994). С. 27–31.

Heide. Dartnell’s 30th Sales Force Compensation Survey, с. 170.

C. David Shepherd and James C. Heartfield. Discrimination Issues in the Selection of Salespeople: A Review and Managerial Suggestions. Journal of Personal Selling & Sales Management (осень 1991). С. 67–75; James M. Owens, Glenn M. Gomes, and James F. Morgan. Broadening the Definition of Unlawful Retaliation Under Title VII. Employee Responsibilities and Rights Journal 20 (декабрь 2008). С. 249–260.

Bobbi Linkemer. Women in Sales: What Do They Really Want? Sales & Marketing Management (январь 1989). С. 61–65; Heide. Dartnell’s 30th Sales Force Compensation Survey, с. 169.

John E. Swan, David R. Rink, G.E. Kiser, and Warren S. Martin. Industrial Buyer Image of the Saleswomen. Journal of Marketing (зима 1984). С. 110–116. См. также Myron Gable and B. J. Reed. The Current Status of Women in Professional Selling. Journal of Personal Selling & Sales Management (май 1987). С. 33–39; Lucette B. Comer, J. A. F. Nicholls, and Leslie J. Vermillion. Diversity in the Sales Force: Problems and Challenges. Journal of Personal Selling & Sales Management (осень 1998). С. 1–20; Nigel F. Piercy, David W. Cravens, and Nikala Lane. The New Gender Agenda in Sales Management. Business Horizons 46 (июль – август 2003). С. 39; James S. Boles, John Andy Wood, and Julie Johnson. Interrelationships of Role Conflict, Role Ambiguity, and Work-Family Conflict with Different Facets of Job Satisfaction and the Moderating Effects of Gender. Journal of Personal Selling & Sales Management 23 (весна 2003). С. 99.

Lucette B. Comer and Marvin A. Jolson. Perceptions of Gender Stereotypic Behavior: An Exploratory Study of Women in Selling. Journal of Personal Selling & Sales Management (зима 1991). С. 43–59. См. также Judy A. Siguaw and Earl D. Honeycutt, Jr. An Examination of Gender Differences in Selling Behaviors and Job Attitudes. Industrial Marketing Management 24 (1995). С. 45–52; Arun Sharma, Michael Levy, and Heiner Evanschitzky. The Variance in Sales Performance Explained by the Knowledge Structures of Salespeople. Journal of Personal Selling & Sales Management 27 (весна 2007). С. 169.

Franklin Evans. Selling as a Dyadic Relationship – A New Approach. American Behavioral Scientist (май 1963). С. 76–79; Sean Dwyer, Orlando Richard, and C. David Shepherd. An Exploratory Study of Gender and Age Matching in the Salesperson-Prospective Customer Dyad: Testing Similarity-Performance Predictions. Journal of Personal Selling & Sales Management 18 (осень 1998). С. 55–69.

Gilbert A. Churchill, Jr., Robert H. Collins, and William A. Strang. Should Retail Salespersons Be Similar to Their Customers? Journal of Retailing (осень 1975). С. 29–42. См. также Barton A. Weitz. Effectiveness in Sales Interactions: A Contingency Framework. Journal of Marketing (зима 1981). С. 85–103.

Rene Y. Darmon. Where Do the Best Sales Force Profit Producers Come From? Journal of Personal Selling & Sales Management 3 (лето 1993). С. 17–29; Heide. Dartnell’s 30th Sales Force Compensation Survey; Judy Rose. English Isn’t Enough in Real Estate Sales: Agents Need Foreign Language Skills, Washington Post (апрель, 21, 2001). С. H22.

Andrew J. Vinchur, Jeffrey S. Schippmann, Fred S. Switzer III, and Philip L. Roth. A Meta-Analytic Review of Predictors of Job Performance for Salespeople. Journal of Applied Psychology 83 (август 1998). С. 586; Adler. Personality Tests for Salesforce Selection; Cengiz Yilmaz and Shelby D. Hunt, Salesperson Cooperation: The Influence of Relational, Task, Organizational, and Personal Factors. Journal of the Academy of Marketing Science 29, № 4 (2001). С. 335–357.

В то время, как другое исследование занимается изучением способностей, необходимых для работы, данное исследование направлено на изучение миссионерской продажи. См. Dan C. Weilbaker. The Identification of Selling Abilities Needed for Missionary Type Sales. Journal of Personal Selling & Sales Management (лето 1990). С. 45–58.

Derek A. Newton. Get the Most out of Your Salesforce. Harvard Business Review (сентябрь – октябрь 1969). С. 130–143. См. также Weilbaker. The Identification of Selling Abilities.