The paper examines the way in which the management of a large life insurance company controls its sales force. Whilst the paper seeks to contribute to an understanding of an under-researched occupational area - that of sales - it is concerned to do this within a theoretical framework derived...

The paper argues that the understanding of gender relations at work necessitates an explicit consideration of corporate strategy and managerial practices. Through the detailed examination of relations within a financial services company, we show how certain important issues of corporate strategy...