Pullins, Ellen Bolman; Fine, Leslie M.
September 2002
Journal of Personal Selling & Sales Management;Fall2002, Vol. 22 Issue 4, p259
Academic Journal
Peer mentoring occurs in a sales force when a more experienced salesperson (mentor) takes responsibility for the development and guidance of a less experienced salesperson (prot�g�). Few studies have examined how this work relationship affects the mentor. This study explores the relationships between the mentoring activities performed by the mentor and the benefits that are achieved for the mentor. Data was collected from real estate salespeople who indicated they were serving as mentors. The exploratory findings demonstrate that the different activities performed by a mentor could affect the benefits received by the mentor. For example, providing a prot�g� with exposure to others in the organization rejuvenates the mentor's career and improves some aspects of the mentor's satisfaction. Helping the prot�g� with his or her selling skills has a positive impact on several aspects of the mentor's own performance. Results help explain why an experienced salesperson might choose to mentor.


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