Male Versus Female Salespeople: Perceptual Distinctions Contributing to Success and Failure in Sales

Women are increasingly occupying positions which have traditionally been male dominated. The influx of women selecting careers in selling may result in managerial uncertainties due to the possibility that women may possess differing perceptions regarding positive and negative aspects of sales and behaviors that may result in success or failure in sales careers. Gender differences in these areas may mandate the use of unique managerial tactics for males and females. This research examines the perceptions of male and female sales representatives as they relate to success or failure in a sales career. The results of the research provides managerial insights into distinct perceptions of work, career problems, and aspects of satisfaction. Differences and similarities are identified, then managerial implications and future research concerns are discussed.