Sales demands on securities brokers

Igal Ayal, Zvi Maimon

Research output: Contribution to journalArticlepeer-review


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.

Original languageEnglish
Pages (from-to)161-169
Number of pages9
JournalIndustrial Marketing Management
Issue number3
StatePublished - Jun 1978


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