TY  - JOUR
AB  - 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.
VL  - 29
IS  - 2
SN  - 0025-1747
DO  - 10.1108/EUM0000000000068
UR  - https://doi.org/10.1108/EUM0000000000068
AU  - Lancaster Geoffrey
AU  - Simintiras Antonis
PY  - 1991
Y1  - 1991/01/01
TI  - Job‐related Expectations of Salespeople: A Review of
Behavioural Determinants, Part I
T2  - Management Decision
PB  - MCB UP Ltd
Y2  - 2024/04/24
ER  -