TITLE

Point: Salespeople and Senior Management: Not a "Match Made in Heaven"

AUTHOR(S)
Sager, Jeffrey K.
PUB. DATE
January 1999
SOURCE
Journal of Personal Selling & Sales Management;Winter99, Vol. 19 Issue 1, p63
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article presents a study concerning the negative responses and reactions of salespeople towards senior management. The researcher studied three companies where a very significant number of sales people strongly disagreed with statements such as the management cares about their subordinates, that sales people are confident in decisions made by top management and that the senior management appreciates the input of the sales force. The respondents also expressed their despair on top management's lack of attention and caring towards them and management's failure to get input from the field. But despite these negative responses, all respondents of the three companies have reflected a fairly high level of commitment to the company and were relatively satisfied with the sales job.
ACCESSION #
1776421

 

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