Job analysis and hiring practices for national account marketing positions

Thomas R. Wotruba, Stephen B. Castleberry

Research output: Contribution to journalArticlepeer-review

45 Scopus citations


National Account Marketing (NAM), a selling method growing in importance across virtually every product and service classification, has received little attention in the sales management literature. This exploratory study was undertaken to learn how firms plan and carry out the hiring of people for NAM positions. In addition, relationships were explored between performance in the NAM job and personal as well as organizational variables. Implications for NAM managers and recommendations for further research are also offered.

Original languageEnglish (US)
Pages (from-to)50-65
Number of pages16
JournalJournal of Personal Selling and Sales Management
Issue number3
StatePublished - Jan 1 1993

Bibliographical note

Funding Information:
Stephen B. Castleberry (Ph.D., University of Alabama) is a Professor of Marketing at the University of Minnesota, Duluth. His publications have appeared in Journal of Consumer Marketing, Journal of Personal Selling& Sales Management, Journal of the Academy of Marketing Science, and others. He is co-author of Selling: Building Partnerships, and serves on the editorial board of JPSSM and Journal of Applied Business Research. His research interests include the informal organization of a sales team, examining the relationship between listening and performance, and sales management. Prior to returning to academe, he sold computers for Burroughs Corporation. Funding for this study was provided by the Alexander Group, Inc., whose support is greatly appreciated.

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