Indian Journal of Industrial Relations: Economics & Social Dev.

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Quality of Working Life among Sales Professionals in Pharmaceuticals, Insurance, Banking & Finance Companies


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1 National Institute of Industrial Engineering (NITIE), Mumbai-400087, India
     

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Despite its importance, most of the business strategies attribute least priority to the sales staff, which results in high turnover intentions among the employees. The insecure job profile of the sales professionals demonstrate the dynamic constructs of their quality of working life (QWL) according to the organizational characteristics. This study explores the QWL perceptions among the sales executives in pharmaceuticals, banking, finance and insurance sectors. Survey data was collected from 100 sales representatives in various locations of Mumbai, using a self-designed and validated questionnaire. Results show that while sales people are aware about their job requirements and commi-tted to their work, their working environment is not conducive to support them, leading to their lower perceptions on QWL.
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  • Quality of Working Life among Sales Professionals in Pharmaceuticals, Insurance, Banking & Finance Companies

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Authors

Vanmathy Anbarasan
National Institute of Industrial Engineering (NITIE), Mumbai-400087, India
K. Mehta Nikhil
National Institute of Industrial Engineering (NITIE), Mumbai-400087, India

Abstract


Despite its importance, most of the business strategies attribute least priority to the sales staff, which results in high turnover intentions among the employees. The insecure job profile of the sales professionals demonstrate the dynamic constructs of their quality of working life (QWL) according to the organizational characteristics. This study explores the QWL perceptions among the sales executives in pharmaceuticals, banking, finance and insurance sectors. Survey data was collected from 100 sales representatives in various locations of Mumbai, using a self-designed and validated questionnaire. Results show that while sales people are aware about their job requirements and commi-tted to their work, their working environment is not conducive to support them, leading to their lower perceptions on QWL.

References