Marketing

You can use article databases to search hundreds of journals, magazines or newspapers for high quality articles on sales management. Try limiting your search terms to the subject field to focus on articles which are specifically about sales management. If you click on the searches below, you can see general article searches on sales management in two of the article databases.

You can further refine your results by adding additional terms to your search.  Suggested terms include:

• training
• leadership or leader
• ethics or social responsibility or csr or ethical
• motivation or incentives
• compensation or salaries or benefits
• sales commissions
• employee recruitment or employee selection
• sales territories
• organizational culture or corporate culture

While scanning your results you may find alternative terms to employ in your search.  Try combining a variety of terms in multiple searches.

Trying to find management practices of companies can be challenging.You have a few strategies.

The most likely sources for information will be in the article databases listed above, but availability is entirely based on whether or not someone has written specifically about that topic and your company.  There is no guarantee that there will be articles about your company and its sales management practices. When you are searching, remember to try all sorts of alternative terms (e.g. incentives or compensation  or salary increase) in combination with your company name.

ABI Inform, Business Source Ultimate, CBCA Complete and Emerald Management are good sources for finding trade, popular and scholarly journal articles.  Canadian Newsstand and Factiva are good for finding news, popular and trade journal articles.

Sample company searches:

Company filings provide a lot of data on public companies, particularly about their financials.  They are useful for understanding your company and its line of business.  You may also explore public company filings like the annual report and the 10-K  for statements on your company's HR practices. These documents can be found on the company website--usually under sections labelled Investor Relations--as well as on the SEDAR and SEC web sites.

Explore both public and private company websites for statements or details on the company itself. Explore sections like About Us, Company Information, Jobs, or News