• For Your Consideration:
• From 1986: A HARDCOVER “Dissertation Submitted to the Graduate Faculty of the University of Georgia in Partial Fulfillment of the Requirement for the Degree DOCTOR OF PHILOSOPHY” & which is titled:
• “SALES TRAINING: State of the Art and Possible Future Directions”
(Self-Published Dissertation, Athens, Georgia, 1986) (Hardcover, First Edition)
• BY EARL DWIGHT HONEYCUTT, JR.
• ABOUT THIS TITLE:
• “Most business firms have some type of formal sales training program. From a company’s perspective, training can result in a lower turnover rate, increased customer satisfaction, lower selling costs, better morale, improved use of time, and better control of the sales force by management. Only one previous study that examined selected sales training practices in major U.S. companies has been conducted
“This study examined the four major areas of initial sales training: objectives, course content, instructional methods, and evaluation. Survey data were collected from training executives, sales managers, and sales representatives. Unlike previous studies, this research effort examined the responses of all three groups for similarities and differences.
“The sample examined by this study consisted of two groups. First, a national group of training executives cooperated with the researcher. Second, a random group of sales managers and sales representatives was sampled. Each group was asked specific questions about objectives, course content, teaching techniques, and evaluation practices. Responsible parties were also identified for determining need, planning, and conducting initial sales training programs.
“The result of this study indicated that objectives were set by 90% of sampled companies. Respondents devoted approximately 65% of the program time to subjects related to product knowledge and sales techniques. Increased amounts of participation techniques, particularly role-playing with and without a video recorder, were also noted. Companies claimed to evaluate training programs, but primary emphasis continued to be focused on trainee reaction. Further investigation into the specificity of training objectives, the influence of participative techniques, and the success of evaluation practices was warranted.”
—EARL DWIGHT HONEYCUTT, JR. (UNDER THE DIRECTION OF CLYDE E. HARRIS, JR.)
• ABOUT THE AUTHOR:
• “HONEYCUTT was formerly a professor of marketing, chair of the Department of Business Administration, and director of the Ph.D. program at Old Dominion University in Norfolk, Va., and he was a tenured associate professor of marketing and Cameron Fellow at UNC-Wilmington.
“Before entering academia, HONEYCUTT served as a U.S. Air Force B-52 flight officer and worked as an industrial salesperson for an electronics division of TRW, Inc. He holds the Ph.D. in Business Administration—Marketing from the University of Georgia, an M.B.A. with a management concentration from Appalachian State University, a Master of Arts in European history from Chapman University, and a Bachelor of Science in history/Asian studies from ASU.
“HONEYCUTT has taught classes in Japan and the Philippines and has led numerous study abroad groups to Asia, Australia, and Europe.
“In 2010, he received the Paper of the Year Award from MARKETING EDUCATION REVIEW. He also received the 2007 United Sales Center Alliance Innovative Sales Educator Award and the Marvin Jolson 2005 Award for Best Contribution to Selling and Sales Management Practice by the JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT.
“In 2002, he was honored with the National Conference in Sales Management Outstanding Conference Paper. He also was recognized for his research accomplishments at UNC-Wilmington, Old Dominion University and Elon University, and for teaching/mentoring at Old Dominion University.
“HONEYCUTT serves on the editorial review boards of the JOURNAL OF PERSONAL SELLING & SALES MANAGEMENT, JOURNAL OF SELLING & MAJOR ACCOUNT MANAGEMENT and JOURNAL OF BUSINESS-TO-BUSINESS MARKETING. HE IS ASSOCIATE EDITOR OF INDUSTRIAL MARKETING MANAGEMENT. He has published more than 185 articles in national and international outlets and has co-authored four textbooks on business-to-business marketing, sales management and cross-cultural selling.”
—ELON UNIVERSITY (NORTH CAROLINA)
•
• For other details about this book, please see below.
•
TITLE: “SALES TRAINING: State of the Art and Possible Future Directions”
AUTHOR: EARL DWIGHT HONEYCUTT, JR.
TYPE: HARDCOVER
PUBLISHER, LOCALE, & YEAR: Self-Published / Hardcover Dissertation (Athens, Georgia), 1986
EDITION: First Edition, First Printing*
NOTE: This copy is NOT an ex-library copy NOR a book-club edition.
PAGES: 170
ISBN: N/A
CONDITION OF BOOK: VERY GOOD PLUS. (Not issued with a Dust Jacket.) Cover-boards are sturdy & bright & clean. Bottom corners are slightly scuffed bent; other corners are sharp. Corners are sharp (with light creasing underneath the top corner on the back). Spine is tight & uncreased with sharp tips. Text-block edges are fine. All the pages are pointedly clean & bright—with no writing, no underlining, no highlighting, no foxing, no staining, no tears/rips, no foul odor, etc.
• SHIPPING NEWS: This book will be wrapped with care before being shipped in a protected & sturdy box. THANK YOU!
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How We
GRADECONDITION
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DETAILS. The condition of every item we sell will be described in detail.
FLAWS. All discernible flaws will be noted, if not emphasized.
Of course, the grading of condition can be subjective. And since no grader is perfect, it is possible that we may at times miss a flaw.
It is also possible that we may miss some perfections!
Should we make a mistake, you will find FLAPPINCAT eager to fix things with you. Just send us a note and we’ll get on it.
GRADING SYSTEM. For books and magazines (and even other items), we use these terms (in order of desirability):
VERY FINE or LIKE NEW
FINE (or EXCELLENT)
NEAR FINE (or NF)
VERY GOOD PLUS (or VG+)
VERY GOOD (or VG)
GOOD
FAIR
ACCEPTABLE
POOR
“POOR.” Except in rare cases, for rare items, we tend to avoid selling items that are in utterly “POOR” condition. It is more likely that on a rare item, only one part of an item (out of numerous parts) will be described as “POOR.”
RETURNS. We accept that you may wish to return a purchase because you genuinely think we haven't described and graded its condition properly. We accept that we our* imperfect. We also accept that people can see things differently—and still be civil!
(*Get it?)
POP QUIZ. Please feel free to ask questions at any time about condition (or anything else, except math).
EXTRA VISUALS. Although we include multiple photographs in our listings, we usually have others we could share with you. (These extra photos also help to establish a paper-trial in the rare case that an item is damaged en route to you.)
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SHIPPING
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UNITED STATES: In the USA, we ship books via MEDIA MAIL.
Magazines are generally shipped PRIORITY MAIL; the Post Office does not permit magazines which carry advertising to be shipped MEDIA MAIL.
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LASTLY
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What more can we say? Haven't we said enough? Well…we can always repeat ourselves. In summary: FLAPPINCAT is genuinely grateful for your patronage and we aim to express that gratitude in every way we can.
Thanks for trusting
FLAPPINCAT!
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P.S.
COMINGSOON
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FLAPPINCAT’s
BIG BARN SALE
of RARE VINYL & RARE CDS
Featuring the best from a long-running collection
of psych, garage, folk, private press,
blues, gospel, world, xian, & oddities.
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