Thomas N. Ingram, Raymond W. LaForge, and Charles H. Schwepker, Jr. Enhancing the moral behavior of salespeople is increasingly important, but dif cult, in today’s fast-paced and complex selling environment. Sales organizations need to emphasize ethical codes of conduct, but must also address the potential impact of all sales management...Read more
Hiring the right people is one of the most important tasks that managers have.  When it comes to hiring salespeople, the stakes are particularly high.  A great hire can make a critical difference both in terms of revenues and the morale of a sales force.  A hiring mistake is costly...Read more
Dawn R. Deeter-Schmelz, Daniel J. Goebel, and Karen Norman Kennedy   This study builds on previous research concerning sales manager  selection by examining the characteristics of effective sales managers from two perspectives—that of sales managers and sales representatives. Results of this exploratory study indicate that sales representatives assess the effectiveness...Read more

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