The decision to establish or retain a national account marketing program is one faced by many firms whose product or service is sold through a business‐to‐business salesforce. Unfortunately, it is often difficult to determine whether the benefits obtained from establishing and/or maintaining...

Purpose – The purpose of this article is to explore career development programs for the sales force including benefits, implementation and managerial implications. Design/methodology/approach – Career development programs are viewed through a conceptual model consisting of assessment,...

The concept of culture has been an important subject of managerial interest over the past decade, yet little has been written about how culture can be managed within the industrial salesforce. Describes the key components of a salesforce culture and explains the characteristics of a...