Based on a very rich literature regarding the requirements for successfully selling in nowadays conditions, the present paper brings into discussion what might become a new concept, relevant for better understanding the role that salespeople are expected to play: the concept of...

Gamification as the use of game mechanisms for motivation in non-game contexts has been gaining popularity and is considered one of the hottest topics in management. However, there is little research on gamification in remuneration systems, especially with regard to the sales force. The article...

Job involvement is the psychological identification with one's job. Recent trends in sales organizations have heightened the need for increased job involvement among salespeople. Little research has been done to investigate the relationship of job involvement to demographic, job situational, and...

Purpose – Aims to examine the influence exerted by two key actors – sales person and sales manager – on the salesforce control system used by high‐tech industries. First, since these industries evolve in a highly turbulent environment, external conditions can be expected to modify the...

Purpose – The purpose of this article is to explore career development programs for the sales force including benefits, implementation and managerial implications. Design/methodology/approach – Career development programs are viewed through a conceptual model consisting of assessment,...