Salespeople's Job Satisfaction: A Case Study

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The sales workplace is becoming increasingly complex, with heightened demands for diverse technical and people skills, intensified global competition and increased time spend on the job. In sales research, job satisfaction is of particular interest to companies because it has been linked to organizational commitment, performance, innovativeness, turnover, customer retention etc. Job satisfaction is considered a strong predictor of overall individual well-being. Sales managers play a significant role in shaping the behaviors and attitudes of their salespeople. Thus, it is important to understand the influence of diverse sales management practices on the salespeople’s motivation, satisfaction and performance.
This paper explores the influence of sales management control, sales management support and satisfaction with sales manager on job satisfaction of salespeople in Croatia and Italy.
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Good working environment with collaborative colleagues and supporting supervisors contribute to salespeople’s job satisfaction and …show more content…

The goal of this study is to fill this gap through research and analysis of the influence of sales management control, sales management support and satisfaction with sales manager on salespeople’s job satisfaction. Greater understanding of the effects of diverse sales manager's behavior on the salespeople’s job satisfaction will allow sales managers to adjust their control mechanisms, provide better support and work on the key issues that contribute to the salespeople’s job satisfaction. Furthermore, human resource managers could benefit of this research by looking for sales managers with certain competences, i.e. the ones that are supportive and know how to lead salespeople to reach objectives of the company and at the same time be satisfied with the work they

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