Patton III, W. E.
August 1988
Journal of Personal Selling & Sales Management;Aug88, Vol. 8 Issue 2, p21
Academic Journal
The purpose of the study is to examine the extent and costs of the drug abuse problem in the nation's sales forces, the possible relationship between the nature of the sales job and drug abuse problems, and the methods for dealing with the drug abuser in the sales force. The sections of this paper present an overview of the relevant literature, followed by a report of the method and findings of a nationwide empirical study conducted by the author to investigate sales managers' perceptions of the nature and extent of the drug abuse problem in the nation's sales force. The paper concludes with a discussion of the implications to sales managers, sales educators, and researchers in the field of professional selling and sales management. Drug abuse in the United States exacts a tremendous toll on our society and on the workplace in particular. Since drug abuse appears to be pervasive throughout the workplace, sales managers should be prepared to deal with the problem as a part of their jobs.


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