CAREER‐STAGES APPROACH TO MANAGING THE SALES FORCE
Abstract
There is growing awareness that careers grow and change in a variety of ways during a person's work life. One change is in people's concerns and goals for their careers. This article discusses how people's career concerns will change over their working lives. The results indicate that the career goals of salespeople have a significant relationship to job attitudes and behavior. Management implications for recruiting and selection, motivating individual salespeople, and strategic sales force analysis are discussed.
Citation
Cron, W.L. and Slocum, J.W. (1986), "CAREER‐STAGES APPROACH TO MANAGING THE SALES FORCE", Journal of Consumer Marketing, Vol. 3 No. 4, pp. 11-20. https://doi.org/10.1108/eb008175
Publisher
:MCB UP Ltd
Copyright © 1986, MCB UP Limited