A Conceptual Scheme and Procedure for Classifying Sales Positions

Abstract

The need for developing useful and meaningful typologies of sales positions has been regularly underscored in the sales force management literature. Although a number of classificational schemata have been proposed, very few of them have actually been used for research purposes or for establishing managerial practices. This paper analyzes some of the reasons for this relative lack of usage and advocates a classification scheme based on a conceptual definition of a sales position. Such a typology is proposed, empirically validated, and its practical implications are discussed.