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

Dubinsky, Alan J.; Ingram, Thomas N.
May 1983
Journal of Personal Selling & Sales Management;May83, Vol. 3 Issue 1, p18
Academic Journal
The article discusses the role of first line sales managers in a sales organization and the required managerial qualifications. First-line sales managers (FLSM) play important roles in sales organizations. They assist in planning, organizing, controlling, and, directing the activities of their sales departments. First-line supervisors, however, tend to experience more conflict than those at other managerial levels. In a packaged foods manufacturer, FLSM's supervisors and home-office sales management rated "sales performance" as the most important criterion for becoming an FLSM. Sales personnel and FLSMs within the firm, however, judged "leadership" to be the most critical determinant. Sales executives in large firms believe more strongly than their small firm counterparts that aggressiveness is an important criterion. Of the mental skills, only overall intelligence has a significant difference between the importance evaluations given by large and small company sales executives. Large firm sales executives consider this criterion to be more important than do their small firm counterparts.


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