Abstract
As women have entered industrial sales in significant numbers, many companies have devised separate selection, training, and motivation programs for females. This study examines gender-related differences regarding job satisfaction, organizational commitment, role conflict, role ambiguity, and performance for both male and female industrial sales persons. Simultaneously, perceptions of market- and customer-orientation and adaptive selling are investigated. Women reported lower levels of role conflict and role ambiguity and higher levels of customer-oriented selling than men. Women also believe that they perform as well as men in industrial sales situations and do not require special managerial considerations to succeed. Implications for managers are provided.
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