| Author: | Pullins, E. Fine, L. Warren, W. |
| Title: | Identifying Peer mentors in the sales force: an exploratory investigation of willingness and ability |
| Journal: | Journal of the Academy of Marketing Science
1996 : SPRING, VOL. 24:2, p. 125-136 |
| Index terms: | MARKETING SALES ECONOMICS |
| Language: | eng |
| Abstract: | There has been a high level of interest in the sales management practitioner literature in mentoring, but very little is known about peer mentoring relationships between more experienced and less experienced salespeople. Sales organizations that wish to initiate or encourage peer mentoring relationships must identify those salespeople who are both able and willing to mentor less experienced salespeople. The results of an exploratory study to identify mentors in an industrial sales force are reported. |
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