Dissertation/Thesis Abstract

Comparing salary versus non-salary factors affecting the voluntary turnover of IT sales professionals
by Hemmans, David, D.B.A., University of Phoenix, 2010, 122; 3424824
Abstract (Summary)

Over the last few decades, the sales profession has continued to evolve based on rapid economic changes. This research study investigated the retention strategies currently used by IT solution sales organizations in attempts to determine an optimal methodology for minimizing the voluntary decisions made by IT sales professionals to leave their current employer to work for another organization. Currently, no research has been found that focuses specifically on IT sales professional retention strategies. This dissertation analyzes the perceptive views of IT sales professionals on the effects of salary and non-salary factors on the voluntary turnover of IT sales professionals. This research study explores the demand for IT sales professionals and the competitive nature of companies in the IT solution sales industry to assess the difficulties organizations have in retaining top performing IT sales professionals within the organization. It also identifies strategies to minimize the turnover of IT sales professionals and provides the required analyses for allocating resources to various salary and non-salary related factors to retain sales personnel in the IT industry.

Indexing (document details)
Advisor: Sambare, Santosh
School: University of Phoenix
School Location: United States -- Arizona
Source: DAI-A 71/10, Dissertation Abstracts International
Subjects: Management
Keywords: Information technology, Knowledge management, Retention, Salary, Sales professionals, Sales strategy, Skill assessment, Voluntary turnover
Publication Number: 3424824
ISBN: 978-1-124-25209-4
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