Marketing Management Journal
Sales and other marketing professionals were compared in terms of some of their demographic, socioeconomic, and psychographic characteristics. It was generally expected that sates professionals would be different from the other marketing professionals in the sample. Regarding demographic and socioeconomic characteristics, more sales than other marketing professionals were male and they were less affluent. They also had fewer years of business experience. In terms of their personal values and moral philosophies, sales professionals, despite a general consensus evidenced in many leading sales and sales management texts that they are different from other employees, are generally speaking, very similar.
Original Publication Citation
Knowles, P., & Singhapakdi, A. (2000). Distinguishing sales professionals from their marketing counterparts: An empirical inquiry. Marketing Management Journal, 10(2), 41-53.
Knowles, Patricia and Singhapakdi, Anusorn, "Distinguishing Sales Professionals From Their Marketing Counterparts: An Empirical Inquiry" (2000). Marketing Faculty Publications. 6.