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Can I read The Emerging Role of Women in Industrial Selling: A Decade of Change on EtoBox?
The Emerging Role of Women in Industrial Selling: A Decade of Change by Patrick L. Schul; Brent M. Wren is a Business, Management and Accounting article available to read on EtoBox.
What is The Emerging Role of Women in Industrial Selling: A Decade of Change about?
The rapid influx of women into the industrial salesforce over the last decade has created a need to upgrade understanding of the female salesperson. The authors examine gender differences in job-related attitudes and performance outcomes in an integrated salesforce. Results showing few gender differences bring into question anecdotal suggestions that women require special programs to facilitate their assimilation into the salesforce. Specific recommendations are provided about individual treatment for both male and female salespeople. ## PERHAPS the most radical change in the industrial salesforce over the last two decades has been the accelerated recruitment of women into traditionally male-dominated sales positions. The proportion of women employed in nonretail professional selling jobs has almost quadrupled since 1970, increasing from 6.6% to 23% of the total U.S. industrial salesforce (U.S. Department of Labor 1970Labor , 1990)). Though not all industries have actively recruited female salespeople (e.g., heavy machinery, aerospace, and transportation equipment), women currently constitute up to half the salesforce in such diverse industries as textiles and apparel (61%), housew
Who reads The Emerging Role of Women in Industrial Selling: A Decade of Change?
It is typically read by researchers, students, and practitioners in Business, Management and Accounting.
- Author
- Patrick L. Schul; Brent M. Wren
- Publisher
- SAGE Publications
- Published
- 1992
- Language
- EN
- Field
- Business, Management and Accounting (Social Sciences)