Investigating the effect of sales manager support on the emotional health of the sales force, the mediating role of rumination

Salesforce is costly and companies are looking for efficient and effective management. In the meantime, sales managers have a key role in supporting and increasing the skills of their sales force. The purpose of this study is to investigate the effect of sales manager support on the emotional health of the sales force. The present study is applied in terms of purpose and descriptive survey research in terms of data collection. The statistical population of the study is the sales forces of food distribution companies in Shiraz. The sample size is 322 people. The research data were collected through a standard questionnaire and used to analyze the data using AMOS 21 software. The results indicate that sales manager support is positively related to time management skills, motivation, positive emotional reactions, and expectations of future sales force success and also negatively correlates with rumination and emotional exhaustion of salesforce. Also, the emotional exhaustion of the sales force is negatively related and the expectations of the future success of the sales force are positively related to the motivation of the sales force.