Addressing Job Stress in the Sales Force

Thomas N. Ingram, Raymond W. Laforge and Charles H. Schwepker

in The Oxford Handbook of Strategic Sales and Sales Management

Published in print January 2011 | ISBN: 9780199569458
Published online May 2011 | | DOI:

Series: Oxford Handbooks in Business and Management

Addressing Job Stress in the Sales Force

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This article considers the importance of job stress in the sales force to be an important management concern in many sales organizations. The complex business environment faces salespeople with escalating demands and expectations. There is continuous pressure to perform in the sales forces of most organizations. Stress is further compounded as salespeople regularly face non-routine situations, and often must work without the support that comes with supervision on a daily basis. The objective of this article is to examine the antecedents and consequences of job stress and to consider initiatives for reducing job stress among salespeople. While eliminating job stress in most sales organizations may be unfeasible, impractical, or even undesirable, the major negative effects of job stress require management initiatives to gain a reasonable level of control over salespeople's job stress. Finally, this article also develops a framework of salesperson job stress including antecedents, role stressors, and consequences.

Keywords: job stress; salespeople; sales forces; management initiatives; role stressors

Article.  10047 words. 

Subjects: Business and Management ; Human Resource Management ; Marketing

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