The Low Prestige of Personal Selling

John Lyman Mason

41 citations0/0 files storedJournal of Marketing

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Marketing and Advertising Strategies Employee Performance and Motivation Emotional Labor in Professions

Abstract

The low social standing of persona I selling is acutely familiar to salesmen, sales managers, and marketing teachers. But the solution to the problem has been an elusive one. Here is a way of placing the problem in its proper perspective, and of removing some of the myths about selling.

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1981Perceptions of the Sales Job: How Students Compare with Industrial Salespeople 1993An exploratory study of reverse causality relationships among sales force turnover variables 1990The Relationship of Job Image, Performance, and Job Satisfaction to Inactivity-Proneness of Direct Salespeople 2006Television and Movie Representations of Salespeople: Beyond Willy Loman 2013Women's Perceptions of Personal Selling: Some Positive Results 2013Female College Student Interest in a Sales Career: A Comparison 1998A Cross-National Investigation of Student Attitudes toward Personal Selling: Implications for Marketing Education 1969The outside Salesman: Interorganizational Link

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