Charles E. Pettijohn

Relationship‐oriented characteristics and individual salesperson performance

One of the recent trends in sales research has been a growing focus on relationally based buyer‐seller interactions. Although existing sales literature is in general agreement as to the theoretical composition of buyer‐seller relationships, a lack of empirical evidence exists for the interrelationships of various aspects of relational selling (e.g. customer orientation, adaptability, and service orientation) on individual salespersons’ performance. Investigates the effect of these relational selling characteristics on the performance of individual salespeople. The results show a positive relationship exists between customer orientation and actual performance as measured by average annual sales dollars. Implications of the results for sales managers and sales researchers are discussed.

An empirical evaluation of emotional intelligence: The impact on management development

This study explored the measurement of emotional intelligence (EI) using a comprehensive scale to tap the construct. Using a sample of 295 undergraduate business majors from a mid‐western university, an exploratory factor analysis was performed to examine the factor structure of the scale. Based on the factor loadings, the scale was reduced to 51 items with five factors emerging. Student demographics revealed that accounting majors rated lower on EI as compared to other majors. Results also indicated that higher EI scores were associated with membership in Greek organizations, and involvement in sports organizations. It was also found that international students rated lower on the EI measure as compared to domestic students. Finally, several of the factors within the scale were shown to have a relationship to both cumulative GPA and university‐specific GPA. Implications for these findings as they relate to management development are discussed.

Salesforce automation issues prior to implementation: the relationship between attitudes toward technology, experience and productivity

One of the primary characteristics of the sales environment of the next century will be the proliferation of technology as an important component of the sales process. The successful salesperson of the future will be marked by an ability to incorporate and directly apply a wide range of technology in their interactions with customers. More than simple data access, sales technology is increasingly being used as a means by which the salesperson and customer interact. The overall objective of this study is to measure the attitude of salespeople toward the use of computer technology in a sales job and then ascertain the relationship between these attitudes and a salesperson’s job experience and productivity. The results of the study outline important managerial implications related to introducing and implementing new technology uses within a salesforce.

Does Salesperson Perception of the Importance of Sales Skills Improve Sales Performance, Customer Orientation, Job Satisfaction, and Organizational Commitment, and Reduce Turnover?

This research was designed to determine whether salesperson perceptions regarding the importance of specific sales skills and behaviors relate positively to sales performance, customer orientation, job satisfaction, organizational commitment, and lower levels of turnover intentions. The development of the sales skill measure resulted in the creation of two different scales, one focused more on traditional sales skills and the second on more consulting-oriented sales behaviors. The results and conclusions provide support for the concept that skill/behavior development and assessment are worthy pursuits for sales managers and their organizations.

Sales Force Performance Satisfaction and Aspects of Relational Selling: Implications for Sales Managers

Increasingly, sales managers are faced with the challenge of implementing a relational selling effort among their sales force. Unfortunately, many of the individuals comprising a given sales force ...

The relationship between effective counseling and effective selling behaviors

Increasingly, attempts to improve the relative status of salespeople are being undertaken by both practitioners and academicians. These attempts have included changes in the ways in which sales personnel are described and changes in the salesperson′s job description and training. Frequently, sales representatives are referred to as sales consultants, sales advisors, and sales counselors; and their job descriptions have been changed to emphasize the consulting, advising, and counseling roles. The research question addressed examines whether effective counseling behavior is related positively and significantly to effective sales performance. Counseling behaviors of 113 automobile sales representatives were measured and their relationship to sales performance assessed. The results indicate that sales performance is positively and significantly related to the sales representative′s congruity, but unrelated to other measures of counseling behavior.

Performance appraisals: usage, criteria and observations

Performance appraisals are often described asthe “job managers love to hate”. A study was designed to provide sales managers with information designed to increase the benefits of engaging in the evaluation process and reduce the negative sentiments often associated with appraisals. To accomplish this objective, 214 salespeople were personally interviewed and asked to provide information regarding their perceptions of their performance appraisals. The results indicate that salespeople have positive perceptions regarding the appraisal process. Findings also indicate that while salespeople are oftenevaluated at least twice annually, the criteria used are not always the ones thatsalespeople view as being the most appropriate. The conclusions derived from the analysis may provide insight to sales managers as they attempt to develop and implement appraisal processes that are viewed as being valid and as they attempt to enhance the benefits that may be obtained from engaging in this process.

Sales Representatives and Sales Professors: A Comparative Analysis of Sales Training Perceptions, Topics and Pedagogy

Although few question the importance of personal selling, in academics personal selling seems to receive neither the respect nor the attention equal to its economic significance. This research examines the perceptions of academics and practitioners as they relate to topics included in sales courses and methods of instruction. The findings show that what is being taught is often relatively unimportant to practitioners. Conversely, what practitioners believe is most important is often emphasized little in academia. The study also reveals that differences in course pedagogy exist between professors and sales representatives.

The Relevance of Authenticity in Personal Selling: Is Genuineness an Asset or Liability?

Salespeople have traditionally been viewed as phony and manipulative. However, the profession is evolving to become more customer-needs focused. This research is developed to evaluate salesperson authenticity and its relationship to performance, professional commitment, and intent to stay in the profession. To date, no reported personal selling research has specifically explored these variables. This research reports results intended to address this void. Implications for personal selling and sales management practice and research are offered.

Pharmaceutical drug marketing strategies and tactics: a comparative analysis of attitudes held by pharmaceutical representatives and physicians.

Abstract A variety of promotional strategies have been used to stimulate sales of pharmaceutical drugs. Traditionally, push techniques have been the predominant means used to encourage physicians to prescribe drugs and thus increase sales. Recently, the traditional push strategy has been supplemented by a pull strategy. Direct-to-consumer advertising is increasingly used to encourage consumers to request advertised drugs from their physicians. This research compares the attitudes of two of the most affected participants in the prescriptive sales processes; physicians and pharmaceutical sales representatives. The findings indicate differences between physicians and pharmaceutical sales representatives regarding the efficacy and ethical considerations of various promotional strategies.