The Life Cycle of a Salesperson

Way back in 1974, a guy called Marvin A. Jolson wrote an article called ‘The Salesman’s Career Cycle’ for a US publication called The Journal of Marketing. It starts like this, “The Product Life Cycle (PLC) has been found to be a fundamental key to successful and profitable product management, from the introduction of new products to the phasing out of obsolescent ones. An analogous continuum that ranges from the recruitment of a new salesman to his termination suggests that appropriateness of the salesman’s career cycle (SCC) as a general model for assisting sales executives.”