Despite Dire Predictions, Salespeople Aren’t Going Away

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Mon, Apr 04, 2016

One hundred years ago, an article in the New York Times asked a provocative question: “Are salesmen needless?” In the article, a marketing expert explains why societal shifts would render the door-to-door salesman obsolete. “Advertising is producing better results than the old method of personal solicitation,” the article reported. “Things were different once upon a time before the railroads turned farms into cities… The traveling [sales]man is a middleman and the evolution of business is gradually eliminating the middle man.”


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In Sales Management, the Waning Power of "Push" and "Pull"

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Wed, Dec 19, 2012

Salespeople generally have a great deal of autonomy in deciding which customers and products to focus on, how hard to work, and who to collaborate with. At the same time, sales leaders and managers try to affect the choices salespeople make using two predominant forms of influence—"push" and "pull".


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What Does It Mean to Sell? Ask the U.S. Supreme Court

Posted by Andy Zoltners, Prabha Sinha and Sally Lorimer on Mon, Apr 23, 2012

For anyone involved in the sales process, a case before the U.S. Supreme Court hinges on a fascinating question: Is someone who does most of the traditional functions of a salesperson but never actually closes a sale really a salesperson? It's no trivial matter; in fact, it could have big implications regarding the way salespeople are compensated across industries.


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