Paper
Examining Salesperson Characteristics and Activities of Field Sales Managers in Estimating Sales
- Authors:
- A. Tansu Barker
- Abstract
- Differences between salesforces in estimating sales results are examined by analyzing salesperson characteristics and activities of field sales managers. Salespeople who find estimating sales easier are more willing to take risks and have a higher sense of accomplishment from work. Their managers train, coach and help salespeople develop their potential more than the hard group. Discriminant analysis suggests that activities of sales managers are more important than the characteristics of salespeople. Hence, managers should move towards a more behaviour-oriented governance system where the focus is more on collaboration than commanding and should spend more time evaluating individual achievement levels with their salespeople.
- Keywords
- Sales estimates, salesperson’s characteristics, sales activities, discriminant analysis
- StartPage
- 1
- EndPage
- 6
- Doi