1 © 2018, American Marketing Association Journal of Marketing Research PrePrint, Unedited All rights reserved. Cannot be reprinted without the express permission of the American Marketing Association. Does Selective Sales Force Training Work? Yashar Atefi a , Michael Ahearne b , James Maxham III c , Todd Donavan d , Brad Carlson e a Yashar Atefi is Assistant Professor of Marketing, E. J. Ourso College of Business, Louisiana State University, 2117 Business Education Complex South, 501 South Quad Drive, Baton Rouge, LA, 70803, USA, Tel (225) 578–2198, E-mail: yatefi@lsu.edu. b Corresponding author, Michael Ahearne is C. T. Bauer Professor of Marketing and the Research Director at the Stephen Stagner Sales Excellence Institute, C. T. Bauer College of Business, University of Houston, 334 Melcher Hall, Houston, Texas, USA, Tel (713) 743–4155, E-mail: mahearne@uh.edu c James Maxham III is the Associate Dean for Graduate Programs and Williams Stamps Farish Entrepreneurial Research Professor at McIntire School of Commerce, University of Virginia, Charlottesville, Virginia 22904, USA, Tel: (434) 924 6962, Email: maxham@virginia.edu. d Todd Donavan is Associate Professor of Marketing at the College of Business, Colorado State University, 113 Rockwell Hall, 1201 Campus Delivery, Fort Collins, CO 80523, USA, Tel: (970) 491-6897, Email: Todd.Donavan@business.colostate.edu. e Brad Carlson is Associate Professor of Marketing at John Cook School of Business, Saint Louis University, Davis-Shaughnessy Hall, DS 309, 3674 Lindell Blvd., St. Louis , MO 63108, US, Tel: (314) 977 3894, Email: brad.carlson@slu.edu.