TITLE

Alcohol Abuse in the Sales Force

AUTHOR(S)
Patton III, E.; Questell, Michael
PUB. DATE
November 1986
SOURCE
Journal of Personal Selling & Sales Management;Nov86, Vol. 6 Issue 3, p39
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
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.
ACCESSION #
6350215

 

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