Peer mentoring in the industrial sales force: an exploratory investigation of men and women in developmental relationships

Article Abstract:

Peer mentoring relationships are common in sales organizations, but there have been few systematic investigations of the nature of these relationships in the sales domain. Additionally, the literature from other fields is mixed on whether men and women fare differently in mentoring relationships. We investigate the nature of mentoring in an industrial sales force, focusing on the similarities and differences between men and women in mentoring dyads. Results show that while there are many similarities, men generally perceive greater benefits to mentoring. Women who are mentored by other women, however, seem to gain in the area of job motivation, perhaps because they receive high levels of counseling and coaching from their female mentors. (Reprinted by permission of the publisher.)

Mentors, Mentoring, Employee development, Sales personnel, Salespeople

---

Sales force motivation using travel incentives: some empirical evidence

Article Abstract:

This study examines the use of travel incentives as motivators for a commission only life insurance sales force in the United Kingdom. A sample of 1,083 sales representatives reported that travel is a strong motivator and valued more highly than several other types of incentives. (Reprinted by permission of the publisher.)

Business travel, Employee motivation, Sales management, Incentives (Business)

---

Similar abstracts:

• Abstracts: Mr Pratt, in the old people's home, with an empty pocket. Dr Death asks some painful questions. Death's advocate
• Abstracts: Out of the mouth of a babe - an opinion! Interviewers do more than ask the punters' questions. When you consider John Prescott's encounter with Chumbawumba, the Sixties look oh so good
• Abstracts: Trying to save our trains and his skin. Fidel Velasquez. Wilf Page
• Abstracts: Leaders in selling and sales management. Leaders in selling and sales management: Lee A. Iacocca. Leaders in selling and sales management: Peter Fischer
• Abstracts: Testing for deterministic salesperson attributes in mature markets. Scaling and measurement: multi-item scaled measures in sales related research

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.