Abstract
Small firms are the engines of economic growth and play a pivotal role
in the economic development of the country by creating job
opportunities in the market. Small firms are part and parcel of
Pakistan’s industrial segment. In small firms, industrial salespersons
play a significant role in the performance and development of
industrial markets. This qualitative study explores the issues faced by
the industrial salespersons in small firm settings. Purposive sampling is
used to select the participants having rich information about the
phenomenon. Semi-structured interviews are conducted along with
grounded theory technique to capture and analyze the participants’
perceptions and experiences. The study concludes that salespersons
issues include sales activity planning, authority, customer behavior,
market intelligence system, non-sales assignments, and
personal/domestic assignments. It is recommended that the government
through Small and Medium Enterprise Authority (SEMDA), Pakistan
Industrial Development Corporations and other regulating bodies
should provide training for the capacity building of industrial
salespersons and owner-managers to deal with such issues.
Imran Bashir, Dr. Abdul Qayyum, Dr. Mueen Aizaz Zafar. (2019) Perceived issues Faced by the industrial sales persons in small Firms , Journal of Managerial Sciences, Volume 13, Issue 1.
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