Table 1.
Profiles of companies and managers participating in the qualitative study.
| Firm | Job Title | Industry | Salesa | Employees |
|---|---|---|---|---|
| Manufacturer 1 | Director of Sales | Contract manufacturing | 5 | 22 |
| Manufacturer 2 | Director of Sales | Specialized pharmaceuticals | 16,890 | 42,535 |
| Manufacturer 3 | VP Sales | Food manufacturing | 11,400 | 35,700 |
| Manufacturer 4 | VP Sales | IT infrastructure | 828 | 145 |
| Wholesaler 1 | Sales Manager | Building material | 5 | 6200 |
| Wholesaler 2 | Account Representative | Building material | 5 | 6200 |
| Wholesaler 3 | Owner | Food and Beverage | 657 | 75 |
| Wholesaler 4 | Sales Manager | Construction material | 22,100 | 35,575 |
| Business Service 1 | Director of Sales | Sports partnerships | 460 | 312 |
| Business Service 2 | Chief Sales Officer | Marketing services | 470 | 292 |
| Business Service 3 | Key Account Manager | Health services | 710 | 1800 |
| Business Service 4 | Account Representative | IT services | 755 | 2230 |
a
In $US millions.