Levels of resourcefulness and motivation as they relate to sales force success: An examination of correlates using the hope theory.
Description:
This study sought to determine whether a relationship existed between individual salesperson's levels of goal-directed cognition and motivation and their professional success as determined by the percentage of sales goals achieved. Salespersons represented two companies with national sales forces: one from the financial services industry and one from the apparel manufacturing industry. Both groups of salespeople were responsible for complex selling tasks. The skill sets for these professionals …
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Date:
December 2002
Creator:
Pool, Patricia W.
Partner:
UNT Libraries