search query: @indexterm Sales management / total: 391
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| Author: | Piercy, N. F. Cravens, D. W. Lane, N. |
| Title: | The New Gender Agenda in Sales Management |
| Journal: | Business Horizons
2003 : JUL-AUG, VOL. 46:4, p. 39-46 |
| Index terms: | GENDER SALESPEOPLE SALES MANAGEMENT |
| Language: | eng |
| Abstract: | The growth in employment of saleswomen raises major issues for marketing and sales functions, one of which is women's capabilities as sales managers. Despite the prevailing stereotypes and assumptions, which are unhelpful both to individual career advancement and to enhancing company capabilities, evidence here suggests that women may manage differently from men in sales, but that those differences may be associated with superior seller work outcomes and sales team behavior. Removing the barriers to female advancement in this function is an important business initiative concerned with the most advantageous use of available talent to create competitive advantage. |
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