Job‐related Expectations of Salespeople: A Review of Behavioural Determinants, Part I
Abstract
Field sales people have an unusual position in organisations in that they must be highly self‐motivated and self‐reliant, are largely unsupervised, but are often the major conduit for income into a firm. This article explores some theories of motivation in terms of sales staff, some sales and non‐sales activities of salespeople, learning, job satisfaction and performance. It is the first of a two‐part study.
Keywords
Citation
Lancaster, G. and Simintiras, A. (1991), "Job‐related Expectations of Salespeople: A Review of Behavioural Determinants, Part I", Management Decision, Vol. 29 No. 2. https://doi.org/10.1108/EUM0000000000068
Publisher
:MCB UP Ltd
Copyright © 1991, MCB UP Limited