Field sales people have an unusual position in organisations inthat they must be highly selfmotivated and selfreliant, are largelyunsupervised, but are often the major conduit for income into a firm.This article explores some theories of motivation in terms of salesstaff, some sales and nonsales activities of salespeople, learning, jobsatisfaction and performance. It is the first of a twopart study.
Management Decision – Emerald Publishing
Published: Feb 1, 1991
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