Job‐related Expectations of Salespeople: A Review of Behavioural Determinants, Part I

Field sales people have an unusual position in organisations in that they must be highly self‐motivated and self‐reliant, are largely unsupervised, but are often the major conduit for income into a firm. This article explores some theories of motivation in terms of sales staff, some sales and non‐sales activities of salespeople, learning, job satisfaction and performance. It is the first of a two‐part study.