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Frino, Michael G.; Desiderio, Katie P. – Performance Improvement Quarterly, 2013
The purpose of this study was to examine the impact demographic variables of gender and sales experience have on the performance of business-to-business (B2B) sales professionals. If a deeper understanding can be established of how gender and sales experience variables relate to B2B sales performance, human resource development (HRD) and human…
Descriptors: Predictor Variables, Gender Differences, Age Differences, Educational Attainment