This study compiles, arranges by order of importance, and compares specific competencies considered essential to the successful performance of industrial sales persons in three traditionally recognized categories of industrial selling. The selling categories include manufacturer sales personnel, distributor sales personnel and manufacturers' agents.

Researchers have suggested there may be sex differences in attitudes towards credit card possession and use. Undergraduates, 41 men and 41 women, completed a survey regarding their attitudes towards credit, credit card use, and repayment. Analysis indicated sex played a significant moderating role between number of credit cards used and the importance of paying off monthly balances. Women possessed more credit cards than men and engaged in more frequent shopping. Number of credit cards increased with paying off of monthly balances. Data are discussed in terms of the importance of managing credit card debt in an increasingly cashless society.

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This paper describes how the consumer decision-making model can be applied to store clerks faced with determining which customers should be carded for the purchase of tobacco products. Assuming that this task induces a vigilant (high involvement) decision state, clerks (N=256) rated four combined shopper-product profiles and assessed the likelihood that the shopper would be asked to provide identification. Results indicated that both age-related facial qualities and the gender of the customer contributed to the decision to request identification. The managerial implications and utility of the consumer decision model for enhancing compliance with minimum age purchasing laws are considered.