How to retain salespeople

Managers need a better grasp of how to retain salespeople. This article develops and tests a model of the retention process for salespeople using data from a sample of 130 detail salespeople. The study findings signify the importance of salespeople's commitment to the organization to enhancing...

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Bibliographic Details
Published in:Industrial marketing management 1990-05, Vol.19 (2), p.155-166
Main Author: Sager, Jeffrey K.
Format: Article
Language:English
Subjects:
Commitments
Correlation analysis
Employee turnover
Loyalty
Questionnaires
Roles
Sales managers
Salespeople
Studies
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Summary:Managers need a better grasp of how to retain salespeople. This article develops and tests a model of the retention process for salespeople using data from a sample of 130 detail salespeople. The study findings signify the importance of salespeople's commitment to the organization to enhancing retention. Based upon the study findings, several strategies are described that managers can use to increase retention of salespeople.
ISSN:0019-8501
1873-2062
DOI:10.1016/0019-8501(90)90040-3