The Importance Of Sales Management

956 Words4 Pages
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…show more content…
Several satisfaction theories and models, such as Maslow’s hierarchy of needs, Hertzberg's two-factor theory, Porter and Lawler's expectancy theory, Locke's discrepancy theory, as well as range of affect theory, Hackman and Oldham's job characteristics model, Bandura's social learning theory, have tried to explain job satisfaction and its influence. Years of expansive research have resulted job satisfaction being linked to motivation, absenteeism, productivity, successful implementation of corporate strategy, turnover, physical and mental health, and general life…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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