Work

Important First-line Sales Management Qualifications: What Sales Executives Think

Year: 1983

Type: article

Abstract: What personal characteristics and performance dimensions are important in determining who is promoted to first-line sales management positions? This question concerns those who aspire to sales management positions, as well as managers who are involved in the first-line sales management process. Despite the significance of the topic, virtually no published research has examined this issue. This paper reports the results of a nationwide survey of senior-level sales executives that focused on criteria that are important in the selection of first-line managers.

Source: Journal of Personal Selling and Sales Management

DOI: 10.1080/08853134.1983.10754344

Authors: Alan T. Dubinsky, Thomas N. Ingram

Institution: University of Kentucky

Language: English

Topic: Human Resource and Talent Management

Subfield: Organizational Behavior and Human Resource Management

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: hybrid

OpenAlex ID: W259651056

FWCI: 0.911

Cites: 22

Cited by: 21

Related to: 10