Concepedia

Sales Coaching

Sales Coaching is a developmental intervention within sales management that involves systematic, individualized guidance provided by a manager or expert to enhance a salesperson’s skills, performance, and motivation through feedback, goal setting, and skill practice.

284

Publications

17.1K

Citations

525

Authors

301

Institutions

Publications per year

2017–2026

60

Parents

Children

Publications

284

Conscientiousness and performance of sales representatives: Test of the mediating effects of goal setting.

Murray R. Barrick, Michael K. Mount, Judy Strauss · Journal of Applied Psychology · 1993 · 814 citations

, , +12

An Empirical Test of the Consequences of Behavior-and Outcome-Based Sales Control Systems

Richard L. Oliver, Erin Anderson · Journal of Marketing · 1994 · 650 citations

, , +17

How Promotions Work

Robert C. Blattberg, Richard A. Briesch, Edward J. Fox · Marketing Science · 1995 · 647 citations

, , +14

The Sales Manager as a Role Model: Effects on Trust, Job Satisfaction, and Performance of Salespeople

Gregory A. Rich · Journal of the Academy of Marketing Science · 1997 · 474 citations

, , +12

An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems

Richard L. Oliver, Erin Anderson · Journal of Marketing · 1994 · 333 citations

, , +11

1–5 of 284

Authors

525

  1. AJ
    Alan J. Dubinsky

    Purdue University West Lafayette, United States

    13 publications · 811 citations

    12

    h-index

  2. ED
    Earl D. Honeycutt

    Elon University, United States

    9 publications · 263 citations

    9

    h-index

  3. CE
    Charles E. Pettijohn

    Missouri State University, United States

    6 publications · 452 citations

    6

    h-index

  4. AM
    Ashraf M. Attia

    State University of New York at Oswego, United States

    6 publications · 176 citations

    6

    h-index

  5. WL
    William L. Cron

    Southern Methodist University, United States

    6 publications · 692 citations

    6

    h-index

1–5 of 525

Institutions

301

  1. Texas A&M University

    College Station, United States

    9 h-index

    13 publications

    935 citations

  2. University of Alabama

    Tuscaloosa, United States

    6 h-index

    6 publications

    250 citations

  3. Baylor University

    Waco, United States

    6 h-index

    6 publications

    199 citations

  4. University of South Florida

    Tampa, United States

    6 h-index

    8 publications

    308 citations

  5. University of Kentucky

    Lexington, United States

    6 h-index

    6 publications

    348 citations

  6. Northern Illinois University

    DeKalb, United States

    5 h-index

    11 publications

    220 citations

  7. University of Nebraska–Lincoln

    Lincoln, United States

    5 h-index

    6 publications

    306 citations

  8. Louisiana State University

    Baton Rouge, United States

    5 h-index

    5 publications

    282 citations

1–8 of 301

Venues

  1. Journal of Personal Selling and Sales Management

    JPSSM · 47 publications · 2.4K citations

    29

    h-index

  2. Industrial Marketing Management

    37 publications · 1.8K citations

    24

    h-index

  3. Journal of the Academy of Marketing Science

    21 publications · 2.2K citations

    19

    h-index

  4. Journal of Marketing

    JM · 21 publications · 2.7K citations

    18

    h-index

  5. Journal of Business Research

    JBR · 14 publications · 1K citations

    14

    h-index

1–5