Analysis reveals how optimism impacts sales force performance, suggesting managers enhance it for better outcomes.
Understanding optimism and how to recruit and develop a sales force that has a high degree of it can be a decisive strategic advantage that every organization should strive to build. This paper defines optimism and explicates its components. We describe why optimism is desirable to individuals, organizations and the sales force, and finally explain how a sales manager can foster greater optimism among existing members of the sales force.
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Adidam et al. (2001) studied this question.
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