Coaching in the sales profession: what part can coaching with literature play in dealing with a contemporary "Bartleby"?

Eastman, Christine ORCID: https://orcid.org/0000-0001-9156-8299, Critten, Peter and Day, Carl (2020) Coaching in the sales profession: what part can coaching with literature play in dealing with a contemporary "Bartleby"? International Journal of Evidence Based Coaching and Mentoring, 18 (2) . pp. 68-82. ISSN 1741-8305 [Article] (doi:10.24384/3h3y-2b28)

[img] PDF - Published version (with publisher's formatting)
Available under License Creative Commons Attribution-NonCommercial-NoDerivatives.

Download (217kB)

Abstract

This article makes a case for using Herman Melville’s 1853 short story “Bartleby the Scrivener, A Tale of Wall-Street” to support new sales staff. Rock and Schwartz’s (2006) ideas on brain-based coaching have been reinforced by an exploration of a literary approach to coaching in order to demonstrate how to support sales people. The study used feedback from salespeople in mainly the recruitment and publishing industries. Data collected suggest that new sales recruits are frustrated at not knowing what standards they are expected to meet. Findings also suggest that there was merit in using literature as part of a coaching development exercise and that literature such as “Bartleby” could be a source of help in navigating work situations.

Item Type: Article
Research Areas: A. > Business School
Item ID: 29563
Notes on copyright: © the Author(s). Published by Oxford Brookes University
IJEBCM is an open access journal which means that all content is freely available without charge to the user or his/her institution. Users are allowed to read, download, copy, distribute, print, search, or link to the full texts of the articles without asking prior permission from the publisher or the author.
IJEBCM applies the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International (CC-BY-NC-ND 4.0) licence to newly published works.
Useful Links:
Depositing User: Christine Eastman
Date Deposited: 19 Mar 2020 09:54
Last Modified: 27 Aug 2020 00:33
URI: https://eprints.mdx.ac.uk/id/eprint/29563

Actions (login required)

View Item View Item

Full text downloads (NB count will be zero if no full text documents are attached to the record)

Downloads per month over the past year