Problem- and emotion-focused coping dimensions and sales presentation effectiveness

The ability to cope effectively with job-related stress may be important if salespeople are to perform effectively. Therefore, the specific nature of the coping tactics used by salespeople to deal with job-related stress and the use of certain coping strategies associated with sales presentation effectiveness of salespeople were investigated. Data provided by salespeople from three organizations were used to assess the degree to which specific coping strategies were related to sales presentation effectiveness. Before entering academe, Dr. Strutton was in sales with the Tenneco Corporation and was president of a retailing firm in North Carolina. His research has been published in theJournal of the Academy of Marketing Science, Journal of Advertising Research, Journal of Business Research, Journal of Macromarketing, andJournal of Personal Selling & Sales Management, among other scholarly journals. Dr. Strutton’s current research interests include issues relating to sales and channels management. He has a B.S. in chemistry and an M.B.A. in management and received his Ph.D. in marketing from the University of Arkansas. Before entering academe, Dr. Lumpkin worked in marketing research for Phillips Petroleum Company. His primary research interests include retail patronage theory, market segmentation, and research methodology, with recent research focused on the elderly consumer. His research has been published in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Business Research, The Gerontologist, Journal of Advertising, Journal of Advertising Research, and other scholarly journals.