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Career Plateaus in the Salesforce: Understanding and Removing Blockages to Employee Growth

Daniel C. Feldman and Barton A. Weitz
The Journal of Personal Selling and Sales Management
Vol. 8, No. 3 (Nov., 1988), pp. 23-32
Published by: Taylor & Francis, Ltd.
Stable URL: http://www.jstor.org/stable/40471308
Page Count: 10
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Career Plateaus in the Salesforce: Understanding and Removing Blockages to Employee Growth
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Abstract

A model of sales employee career growth is presented. The model suggests that a variety of individual, job-related, and organizational factors influence whether sales employees reach career plateaus. Based on this model, specific managerial prescriptions are presented to remove blockages in career development.

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