Publication Date


Document Type


First Advisor

Green, Gerald G.||Hackamack, Lawrence C. (Lawrence Carroll), 1921-

Degree Name

M.S. (Master of Science)

Legacy Department

Department of Management


Sales personnel; Selling; Job satisfaction


The study was an attempt to discover the feelings of the field sales force of XYZ Drug Company. The field sales force included both managers and salesmen. While the general feelings were looked for, specifically, the field sales force was surveyed regarding communication, job satisfaction, attitudes, job dissatisfaction, decision-making ability, and understanding company objectives. A questionnaire was mailed to the home of each person involved in the study. When completed, the questionnaire was returned to the Employee Relations Department of XYZ. Here, the data was collected. The results from all field sales management including Regional Managers, District Managers, Regional Sales Training Managers, and Special Accounts Managers were used. The results used from the salesmen were from the Midwest Region only. An analysis of the questionnaire revealed that XYZ Drug Company may have a problem with the field sales force. The survey showed the field sales managers as quite dissatisfied with their jobs. The salesmen of the Midwest Region were unhappy with their jobs but not to the degree of the field sales managers. It would appear that most problems arose from a breakdown in communication at all levels. The breakdown caused a feeling of negativism to abound throughout the sales force. Managers indicated they lacked authority and wanted more responsibility. The salesmen felt they were not appreciated and their jobs were of no value. A majority of both classes of men, managers and salesmen, indicated they had looked for a new job in the past six months.


Includes bibliographical references.


viii, 125 pages




Northern Illinois University

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