Business Commons^™

Sales Manager Support: Fostering Emotional Health, Motivation And Customer-Orientation In Salespeople, Elyria Kemp, Aberdeen Leila Borders, Joe M. Ricks

Faculty and Research Publications

Purpose – The purpose of this paper is to examine the role of sales manager support in promoting the subjective well-being of salespeople as well as the function of the sales manager in cultivating positive, motivating and productive environments. Design/methodology/approach – An exploratory assessment of the relationship between sales manager support and emotional health in salespeople was conducted by interviewing sales professionals from diverse industries. The insight offered from these individuals, in conjunction with prior literature, provided the basis for the development of a conceptual model that elucidates the impact of sales manager support on the emotional well-being of salespeople …