TITLE

A PRELIMINARY STUDY OF THE EFFECTS OF THE FIELD SALES MANAGER'S EFFORTS IN TRAINING IN MARKETING PLANNING ON SALESPERSON MOTIVATION, ROLE PERCEPTIONS AND SATISFACTION

AUTHOR(S)
Longfellow, Timothy A.
PUB. DATE
March 1995
SOURCE
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p74
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article presents information on the effects of the field sales manager's efforts in training in marketing planning on salesperson motivation. A field experiment was conducted using a sales force of 21 independent financial planners. Training in marketing planning was hypothesized to improve salesperson motivation, role perceptions and satisfaction. The results partially supported the hypotheses. Training in marketing planning increased motivation, increased role clarity, decreased role conflict, and increased job satisfaction. The positive results of the training program appeared to be due to the added structure it gave to a complex, unstructured task and the increased support it showed to the salespeople. The strongest finding of the research was that training in marketing planning appeared to be especially beneficial for less experienced salespeople.
ACCESSION #
9605143682

 

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