TY - JOUR
T1 - Sales demands on securities brokers
AU - Ayal, Igal
AU - Maimon, Zvi
PY - 1978/6
Y1 - 1978/6
N2 - Measurement and prediction of salesmen's performance are perennial interests of marketing researchers [1, 5, 6]. The question of the criteria used to evaluate salesmen and the relationship between these criteria and the salesmen's career cycle, however, has yet to be systematically analyzed [4, 10]. The salesman's role includes several tasks, some of which impose conflicting demands upon him. This article explores the implications of conflicting demands on the performance of the role of a salesman, and considers their affect on his career path.
AB - Measurement and prediction of salesmen's performance are perennial interests of marketing researchers [1, 5, 6]. The question of the criteria used to evaluate salesmen and the relationship between these criteria and the salesmen's career cycle, however, has yet to be systematically analyzed [4, 10]. The salesman's role includes several tasks, some of which impose conflicting demands upon him. This article explores the implications of conflicting demands on the performance of the role of a salesman, and considers their affect on his career path.
UR - http://www.scopus.com/inward/record.url?scp=49349126765&partnerID=8YFLogxK
U2 - 10.1016/0019-8501(78)90002-0
DO - 10.1016/0019-8501(78)90002-0
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AN - SCOPUS:49349126765
SN - 0019-8501
VL - 7
SP - 161
EP - 169
JO - Industrial Marketing Management
JF - Industrial Marketing Management
IS - 3
ER -