Abstract
One can construct a strong hypothesis that women can be highly successful as industrial sales representatives provided that they are placed in an environment which contains management that is aware of the potential of this pool of labor, sensitive to special problems that are encountered in placing women in industrial sales jobs, and determined to provide an adequate and proper situation in which the woman has at least a fair and honest chance of succeeding. The content of this paper therefore, shall be organized to argue in favor of this hypothesis. This position shall be justified by referring to four kinds of information: trends in the employment of women in organizations, especially as industrial sales representatives; applied case histories and primary research discoveries; environmental and interpersonal barriers impending the success of women in organizations; finally applications by management which can enhance the success accomplishment of the worker.
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Carter, R.N. (2015). Women Comprise Unlimited Sales Talent Pool but Need Special Leadership. In: Bellur, V. (eds) The 1980’s: A Decade of Marketing Challenges. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-16976-7_34
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