Alcohol Abuse in the Sales Force

Patton III, E.; Questell, Michael
November 1986
Journal of Personal Selling & Sales Management;Nov86, Vol. 6 Issue 3, p39
Academic Journal
This article focuses on the alcohol abuse in the sales force. Of all the occupations which are traditionally associated with alcohol abuse, the "drunken salesman" probably ranks a very close second to the "drunken sailor." From the hard-drinking nineteenth century anvil salesman to the twentieth century's Willy Loman, the stereotype of the alcohol abusing salesperson abounds in the literature and folklore of the nation. The review above suggests that the problem of alcohol abuse in the work place is extensive, so managers must be prepared to deal with the problem on a continuing basis. The literature surrounding the handling of the problem drinker suggests three areas of concern: discovery of the problem drinker, policies for dealing with the problem drinker, and pre-employment screening. The popular and professional literature abounds with lists of symptoms and check-off lists designed to spot the alcohol abuser, but the actual detection of an individual alcohol abuser in the work place is at best a difficult task.


Related Articles

  • Win Accounts. Konrath, Jill // Sales & Service Excellence Essentials;Oct2007, Vol. 7 Issue 10, p11 

    In this article, the author discusses her metaphor that helped decision-makers understand why their salespeople were struggling. The author shares her personal experience to demonstrate the failure of salespeople. She implies the reasons for the struggling condition of salespeople, including the...

  • Rare air. Darlington, Hank // Supply House Times;May2014, Vol. 57 Issue 3, p60 

    The article offers the author's insights on having a sales personnel who makes $300,000 sales a month. The author mentions the role of excellent skills training on the efficiency of a sales personnel. He also mentions the importance of networking on one's work as a sales personnel. Moreover, the...

  • Soft Sell. Lynn, Jacquelyn // Entrepreneur;Dec2000, Vol. 28 Issue 12, p100 

    Explains that solicitation in the workplace has negative effects to employers. How employees solicit; Company in Salt Lake City, Utah which have created a policy against solicitation.

  • Be willing to bend the rules when necessary.  // Sales Insider;7/22/2011, Vol. 5 Issue 116, p2 

    The article focuses on the importance for salespersons to be willing to work their way around the rules when the need arises, relating an incident in which a manager has to drop his rule of calling employees with their last names.

  • Help! I'm Stuck In A Bad Job And I Can't Get Out! Gitomer, Jeffrey // Grand Rapids Business Journal;11/10/2003, Vol. 21 Issue 45, p34 

    Offers pieces of advice for salespeople and leaders. Reason of some salespeople for leaving their job; Things that leaders can do to improve their workplace; Personal rules in making a transition from one job to another.

  • Finding Time to Work. Lang, Justin // Projection, Lights & Staging News;Apr2014, Vol. 15 Issue 3, p4 

    The author offers observation on issues confronted by employees in the workplace. He cites his own experiences as the journal's editor as example, in which he has to extend his working hours in order to do his duties and responsibilities. He also presents the field works done by sales or...

  • How to Sell Your Sales Force on Training. Marx, Gerry // Training & Development Journal;Nov85, Vol. 39 Issue 11, p49 

    Offers tips on how to develop training programs for sales people. Need for training to address individual needs; Use of modeling in training; Need for the training program to be sensitive to customer needs.

  • Keep Your Eye on the Sales Training Manager. Finn, William T. // Training & Development Journal;Jul84, Vol. 38 Issue 7, p65 

    Presents a sales training program aimed at addressing the problems of new sales people. Emphasis on coaching and performance management; Need for sales people to learn interpersonal skills; Discussion of assertiveness, active listening and self-esteem.

  • Salespeople Don't Fail, Sales Managers Fail. Morrissey, Peter P. // Business Journal (Central New York);12/8/2006, Vol. 20 Issue 49, p29 

    The article presents information on the problems faced by the salespeople due to improper management of sales managers. Several factors including lack of managerial skills, lack of training, and mediocrity plays a vital for poor working conditions. However, it is stated that a good manager is...


Read the Article


Sign out of this library

Other Topics