Selling and Sales – Cheap Research Essays

Topic 1. Lecture: Sales Force Motivation
Questions to guide revision: –
What is motivation?
Why is motivating salespeople different?
What is the impact of rewards and recognition on motivation?
Do you understand Maslow’s Hierarchy of Needs and Herzberg’s motivation-hygiene theory?
Journal article to start your reading – “The influence of national cultural values on the use of rewards alignment to improve sales collaboration.” Magnusson, P., Peterson, R and Westjohn, S.A (2014) International Marketing Review, Vol 31, No 1, pp 30-50

Topic 2. Lecture Managing Change in the Sales Force
Questions to guide revision:-
What is change management?
Why is change management happening a lot at the moment?
What are the issues in managing change?
Why do a lot of change management programmes fail?
Do you understand the concept of planned change?
Do you understand the concept of emergent change?

Journal article that you must read before the exam and which will also be provided in the exam, as there is a question specifically emerging from it -“Change management initiatives: Moving Sales Organisations from Obsolescence to High Performance,”Colletti, J.A. and Chonko, L.B. (1997). Journal of Personal Selling and Sales Management, Volume XVII, No 2 Spring.
Topic 3. Lecture Integrating Sales and Marketing
Questions to guide revision: – To follow

Journal articles to start your reading –
*A study of relationship effectiveness between marketing and sales managers in business markets,” Dawes, P.L and Massey, G.R. (2006) Journal of Business and Industrial Marketing, Vol 21 Iss 6 pp. 346-360

*”Cultural frames that that drive sales and marketing apart: an exploratory study,” Beverland, M., Steel, M. and Dapiran, G.P. (2006) Journal of Business and Industrial Marketing, Vol 21 Iss 6 pp. 386-394
Topic 4. Lecture Ethical Perspectives
Questions to guide revision: –
Why should you behave ethically?
Can you discuss /discuss behaviours that are legal but not ethical?
List the most important elements of a good buyer/seller relationship.

Journal article to start your reading – “Determinants and consequences of ethical behavior: an empirical study of salespeople,” Roman, S and Munuera, S.R. European Journal of Marketing, Volume 39 Iss 5/6 pp.473-495

Topic 5. Lecture International Selling
Questions to guide revision: –
What are the challenges facing the international sales force?
What are there specific factors that make international selling complex?
What makes a successful international sales force?
In what ways does culture have an impact on international selling?
Is international selling more risky?

Journal article to start your reading –
“International Market Segmentation: Economics, national culture and time,” Budeva, D.G. and Mullen, M.R. (2014), European Journal of Marketing, Vol 48 Iss 7/8 pp. 1209-1238
Topic 6. Lectures Recruitment and Selection; Sales Force Training
Questions to guide revision: –
What are the problems of employing the wrong people… personal and organizational?
What can you do to mitigate against these issues?
What can you do to make sure that you get the right person for the job?
Are profile specifications valuable? Why?
How do you keep staff happy and performing well in a sales role?

Journal article to start your reading –
1.
Fernando Jaramillo, Jay PrakashMulki, William B. Locander, (2006) “The role of time wasted in sales force attitudes and intention to quit”, International Journal of Bank Marketing, Vol. 24 Iss: 1, pp.24 – 36
http://www.emeraldinsight.com.ergo.glam.ac.uk/author/Mulki%2C+Jay+Prakash
2.
Simon Booth, KristianHamer, (2007) “Labour turnover in the retail industry: Predicting the role of individual, organisational and environmental factors”, International Journal of Retail & Distribution Management, Vol. 35 Iss: 4, pp.289 – 307
http://www.emeraldinsight.com.ergo.glam.ac.uk/doi/full/10.1108/09590550710736210