Salesmen and Sales Managers Look at the District Manager

Roethlisberger F. J. , “The Foreman: Master and Victim of Double Talk,” Harvard Business Review (Vol. 23, Summer-Autumn, 1945), pp. 283–298.

Lapp Charles L. , Personal Supervision of Outside Salesmen (Columbus: Bureau of Business Research, Ohio State University, 1951), pp. 257–261; also, Tosdall Harry R. Cunningham Ross M. , What Salesmen Think of Sales Managers (Boston: Sales Managers Club of Boston Chamber of Commerce, 1942), pp. 48–49; and Davis Robert T. , Performance and Development of Field Sales Managers (Boston: Division of Research, Graduate School of Business Administration, Harvard University, 1957).

See Mahoney Thomas A. Jerdee Thomas J. Nash Allan N. , The Identification of Management Potential (Dubuque: William C. Brown Company, 1961), pp. 4–8; also, Lapp , op. cit., p. 284; and Tosdall Cunningham , loc. cit.

See Spencer G. H. , “Perception of Qualifications Which Are Determinant in the Selection of the First-Level, Field Sales Manager from the Ranks of the Salesmen,” (Unpublished Doctoral Dissertation, Arizona State University, 1970), pp.58–62.

Davis , op. cit., p. 254.