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Sales personnel play a key role in the success of organizations. These individuals present services/products to clients, manage accounts, build relationships, maintain existing business relationships, and must be available for frequent interactions with clients. Business operations are linked to external entities through these activities, suggesting sales groups play a critical role in the success of an organization. As a representative to the external market, sales personnel are subject to unique stressors due to role-specific requirements. These stressors can impact the ability of sales professionals to effectively engage with customers and manage the volatility of financial performance, especially in commission-based compensation structures. Thus, organizations can find utility in identifying sales candidates with higher levels of stress tolerance, who can handle negative client interactions, overcome lulls in sales conversions, and avoid the impact of occupational stressors on long-term sales performance. Research suggests that organizations can use personality to predict stress tolerance as a component of sales performance. To provide organizations with insights into sales-specific coping behaviors associated with stress tolerance, the authors (1) discuss stress inducing factors (stressors) associated with sales role performance, (2) review the individual differences associated with stress tolerance, (3) present personality relationships with sales performance and stress tolerance, and (4) present job-analytic support for stress tolerance competencies relevant to sales performance and criterion-related validity evidence linking personality characteristics to those behaviors. The authors conclude with a discussion around the potential for applied uses of personality in identifying sales personnel with greater likelihoods of exhibiting stress tolerant behaviors in the workplace.

How should foreigners manage a partnership or an acquisition in Russia? We know a lot about Russian culture per se, but research on foreign companies having to deal with Russia remains scarce. To answer our question, we used the concept of nationally bound administrative heritage to identify how foreign practices are efficiently implemented in Russia in the context of partnerships and acquisitions. We interviewed 16 Russian managers working in the car industry about their perception of foreign practices and how things ought to be done. Our investigations show the maintenance of a strong national culture that generates a need to cope with uncertainty for foreign firms. For local people, Russia is a particular country, not comparable to others. When transferring practices, foreign managers need to organize hybridization processes in order to successfully import these practices. Hybridization means transferring but adapting in order to impregnate them with the Russian specificity. Such hybridization requires foreign managers to work and network locally for the implantation of practices.