Table 4.

Descriptions of the interviewees

InformantIndustryAgeSalespeople’s position in a companySenior salespersonNo. of interviews
Salesperson AConstruction business38B2B sales manager✓2
Salesperson BConstruction business41CEO✓4
Salesperson CConstruction business52B2B seller✓1
Salesperson DConstruction business54B2B seller✓1
Salesperson EConstruction business46B2B sales manager✓1
Salesperson FPaper industry55Sales director✓2
Salesperson GPaper industry52International sales manager✓4
Salesperson HPaper industry58B2B seller✓3
Salesperson IPaper industry57B2B sales manager✓1
Salesperson JPaper industry54B2B sales director✓1
Salesperson KPharmaceutical industry52CEO✓2
Salesperson LPharmaceutical industry48B2B sales manager✓2
Salesperson MPharmaceutical industry42B2B seller✓1
Salesperson NInformation technology50Commercial sales manager✓4
Salesperson OInformation technology43Technical sales manager✓3
Salesperson PInformation technology47International sales manager✓4
Salesperson QRetail industry36B2B sales director✓1
Salesperson RRetail industry47Vice president✓1
Salesperson SRetail industry43B2B sales director✓1
Salesperson TRetail industry63Communication manager in B2B sales✓1
Salesperson URetail industry53Human resource manager in B2B sales✓1
Salesperson VRetail industry34CEO✓1
Salesperson WRetail industry50CEO✓1
Salesperson XRetail industry49COO✓1
Salesperson YRetail industry43CEO✓1
Salesperson ZRetail industry50CEO✓1
Salesperson ÅRetail industry34CEO✓1

Note:

COO = Chief Operating Officer

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