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Antecedents and outcomes of organizational commitment among Canadian salesforces
- Publisher
- Emerald Publishing
- Copyright
- Copyright © 2001 MCB UP Ltd. All rights reserved.
- ISSN
- 0263-4503
- DOI
- 10.1108/02634500110363772
- Publisher site
- See Article on Publisher Site
Abstract
The impact of characteristics of salespeople, activities of sales managers and territory design are investigated as antecedents of sales organization performance among Canadian salesforces. Based on MANOVA analysis of responses from 102 field sales managers, more effective sales organizations have salespeople who are more motivated, employ managers who direct more and are more satisfied with the design of their territories. Sales managers must adopt better people and communication skills to train and direct their salespeople who are expected to provide better service and establish long-term relations with their customers.
Journal
Marketing Intelligence & Planning – Emerald Publishing
Published: Feb 1, 2001
Keywords: Sales training; Salesforce; Sales management; Customer service; Sales territories