The purpose of this study was to determine the extent of the relationship between four measures of educational experience, a measure of job performance, and six dimensions of job satisfaction for a population engaged in outside sales.

The purposes of this study were to measure and compare the knowledge level of sales personnel employed by a ladies' apparel manufacturer and to examine the need for a training program for sales managers, sales secretaries, and sales representatives. The data were gathered through a four-part questionnaire developed by the researcher. Sales personnel were rated as having low, medium, or high knowledge. The majority rated as having medium knowledge. No significant differences in knowledge level were evident relative to sales position or length of employment. Training needs tended to have little variance among respondents.

The success of any retail institution depends upon many factors including personal selling effectiveness. Traditional sales training has focused primarily on the selling process with emphasis on how to close a sale. The idea of using behavioral style awareness training with salespeople has emerged only recently when behavioral training began to be recognized in the literature as a tool for sales training as well as for management training. The Social Style of Behavior concept developed by Dr. David Merrill was selected for use in this research study. Utilizing this concept, a behavioral style awareness training program was developed involving twenty hours of classroom training. Training methods used were lecture, role play, and videotaped materials with emphasis on behavioral identification and using versatility with applications to personal selling in a retail situation.

Today many selling organizations are reexamining and revising their philosophy for managing salespeople because of increase costs of hiring and maintaining a sales force. More than everm management is looking for ways to assist salespeople in becoming more productive and effective faster. One avenue for enhancing salespersons' performance is through improved sales training practices. improved sales training practices should help salespeople view training, and how sales training transcends to the job environment. Considering the need for greater understanding concerning salespeople's perceptions of sales training and assuming the influence of those perceptions on job performance and other outcomes, this study develops and executes an analysis of several proposed relationships among personal characteristics, job related characteristics, perceived training needs, sales training variables, and related outcomes. The program of research identifies and evaluates salespeople's attitudes toward sales training and specifies influences of those training perceptions on salesperson' behaviors and general attitudes. As well, a relationship between salespeople's transfer of training materials, their use, and individual performance are evaluated.

This paper is to evaluate the sales program at Arrowhead Credit Union, and make recommendations for enhancing and improving it. This paper provide guidance and direction to assist the Arrowhead Credit Unions transition to a sales focused organization.