The purpose of this study is to analyze the information which is available to determine what past experience, personality and temperament traits, etc., distinguish the successful from the unsuccessful salesman, in order to have some criteria on which to base future selection.

The B. F. Goodrich Company spends considerable money selecting and training territory managers. The hiring of territory managers generally rests with local management's "intuition." Since 1967, a substantial percentage of these highly trained salesmen have separated from the company. It was within this attrition context, that an exploratory, objective, selection program was studied. A multiple discriminant function (multigroup model) was used to analyze three groups of B. F. Goodrich Territory Managers' California Psychology Inventory and Edwards Personal Preference Schedule test scores. The data revealed that known territory managers' group membership could be significantly predicted. A longitudinal study (one year later) showed a high percentage of accuracy (i.e. 82 percent) between predicted test score probability group membership and original group membership. Further the multiple discriminant function analysis of territory managers' test scores disclosed that only a few test variables need to be considered in making a probability hiring decision.

The role of sales has evolved over the last decade, mostly driven by technological and social changes. One major shift is the growth in importance and in size of the inside sales function. Inside sales are sales that are conducted remotely or virtually using one or more Information Technology (IT) tools without the traditional in-person interaction. Despite the growing importance of inside sales, studies that show the key determinants and practices that can improve inside sales success are rare and have tended to focus on determinants affecting individual salesperson performance. Moreover, existing approaches to customer acquisition in inside sales often rely on subjective intuition, expert suggestions and gut feeling, which often hurts the chances of qualifying and converting leads to sales, and eventually diminishes inside sales success. This research aims to address such shortcomings by: 1) investigating the key dimensions and determinants of inside sales success by summarizing the existing body of knowledge using a systematic review and meta-analysis; and 2) develop comprehensible lead conversion models that integrate the interplay of relevant determinants in the lead conversion process. This doctoral research aims to: (1) Synthesize the literature and draw a big picture of B2B sales success by providing practitioners and scholars with a comprehensive state-of-the-art understanding of the determinants of B2B sales success and their significance in inside sales. (2) Identify and validate several key lead engagement factors crucial for inside sales success. (3) Demonstrate the potential of data-driven analytics by collecting multiple historical datasets from several companies representing different industries. This includes investigating and discovering new insights that will improve lead conversion outcomes, which contributes to the literature on the ongoing discussion of effective sales pipeline management. (4) Provide sales practitioners with comprehensible lead conversion models that integrate industry specific behavior and performance of salespeople, characteristics of leads and/or prospects, and workflow strategy aspects. This will help sales practitioners to better understand problems and opportunities in lead management, take proactive actions, and improve their sales success.

The purpose of this study was to test assumptions made about characteristics of nontheatrical film and video works that were thought to contribute to the frequency with which the works were purchased. This study proposed and tested three variables for which relationships to the sales success of nontheatrical film and video works were hypothesized, as well as four variables about which no hypotheses were forwarded. Nineteen film and video distribution organizations contributed unit sales data for the period 1982-1987 on 151 works copyrighted between 1982 and 1984. These data were analyzed for relationships between sales totals and 1) curricular significance of the works' subjects, 2) relevance to general reading interest in the works' subjects, 3) intensity of competition faced by the works, 4) the works' Dewey classifications as compared to the composition of typical K-12 school library book collections, 5) the series or non-series status of the works, 6) the media format(s) in which the works were available for purchase and 7) the sources of the works' production financing. Analyses of correlation and association were performed and no significant relationships were found between sales and curricular significance of the works' subjects, or their relevance to general reading interest. Some evidence was presented to suggest a significant association between the intensity of competition faced by a work and its eventual sales. None of the hypotheses about these variables was supported. However, the four remaining variables were found to be significant, or to approach significance, as correlates or associates of sales success. The best predictor of sales for works intended for the K-12 school market was the work's Dewey Decimal classification. Other important findings included associations between high sales and intense product competition, between high sales and non-series status, between high sales and availability for purchase in 16mm film and between high sales and works that had been financed by the distribution organization.