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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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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.
The Journal of Personal Selling and Sales Management © 1988 Taylor & Francis, Ltd.