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.
|School:||University of Phoenix|
|School Location:||United States -- Arizona|
|Source:||DAI-A 71/10, Dissertation Abstracts International|
|Keywords:||Information technology, Knowledge management, Retention, Salary, Sales professionals, Sales strategy, Skill assessment, Voluntary turnover|
Copyright in each Dissertation and Thesis is retained by the author. All Rights Reserved
The supplemental file or files you are about to download were provided to ProQuest by the author as part of a
dissertation or thesis. The supplemental files are provided "AS IS" without warranty. ProQuest is not responsible for the
content, format or impact on the supplemental file(s) on our system. in some cases, the file type may be unknown or
may be a .exe file. We recommend caution as you open such files.
Copyright of the original materials contained in the supplemental file is retained by the author and your access to the
supplemental files is subject to the ProQuest Terms and Conditions of use.
Depending on the size of the file(s) you are downloading, the system may take some time to download them. Please be