The motivation of sales executives in two major companies

Compares attitudes of sales force members from two companies, differences in outlook and attitude that emerge are interesting in that they reflect topics and problems frequently aired in management journals. Presents a brief picture of the two companies and background to the studies, then discusses results. Uses results from questionnaires distributed to the total sales force, whose members were invited to complete them anonymously and return them direct to the investigators – their answers were then analysed by computer. Discusses the results in depth using tables for investigate results emphasis. Summarises that of the various differences, which have emerged here, it is tempting to ponder on how many are accounted for by the companies' responsiveness to their respective market requirements.