Recruiting and retaining committed salespeople
Article Abstract:
The study employed a field sample of detail salespeople to investigate several personal characteristics of salespeople (age, marital status, home ownership, and number of children) relative to their commitment to the organization and retention behavior. The study results suggest that salespeoples' age was related positively to commitment and related negatively to turnover; other relationships with organizational commitment were not supported. Recommendations are made regarding recruiting salespeople who will become committed to the organization. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1991
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How to retain salespeople
Article Abstract:
Managers need a better grasp of how to retain salespeople. This article develops and tests a model of the retention process for salespeople using data from a sample of 130 detail salespeople. The study findings signify the importance of salespeople's commitment to the organization to enhancing retention. Based upon the study findings, several strategies are described that managers can use to increase retention of salespeople. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1990
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Personality and salesforce selection in the pharmaceutical industry
Article Abstract:
The influence of personality characteristics on the job performance of sales representatives in a large pharmaceuticals firm was investigated. The results help to show how these factors can be used in the development of a salesperson selection system. Implications for sales managers are also discussed. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1986
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