To read the full version of this content please select one of the options below:

Job‐related Expectations of Salespeople: A Review of Behavioural Determinants, Part I

Management Decision

ISSN: 0025-1747

Article publication date: 1 February 1991

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