Industrial Salesperson Development: A Career Stages Perspective
提出一个基于职业阶段的框架，描述销售人员在不同阶段的职业目标、发展任务、个人挑战和心理社会需求，并探讨这些阶段如何影响销售人员的有效性。
The scope of research on the development of salespeople has been very limited, in part because of an incomplete conceptual framework of salespeople's life and career changes. As a first step toward improving this situation, this article presents a framework of developing career concerns in the form of career stages. Career objectives, developmental tasks, personal challenges, and psychosocial needs of each career stage are discussed, and propositions are developed regarding the influence of career stages on salespeople's effectiveness.