Does Salesperson Perception of the Importance of Sales Skills Improve Sales Performance, Customer Orientation, Job Satisfaction, and Organizational Commitment, and Reduce Turnover?

Autor:	Linda S. Pettijohn, Charles E. Pettijohn, A. J. Taylor
Rok vydání:	2007
Předmět:	Customer orientation ComputingMilieux_THECOMPUTINGPROFESSION Management of Technology and Innovation Perception media_common.quotation_subject Human Factors and Ergonomics Job satisfaction Affective events theory Organizational commitment Marketing Psychology media_common
Zdroj:	Journal of Personal Selling & Sales Management. 27:75-88
ISSN:	1557-7813 0885-3134
DOI:	10.2753/pss0885-3134270105
Popis:	This research was designed to determine whether salesperson perceptions regarding the importance of specific sales skills and behaviors relate positively to sales performance, customer orientation, job satisfaction, organizational commitment, and lower levels of turnover intentions. The development of the sales skill measure resulted in the creation of two different scales, one focused more on traditional sales skills and the second on more consulting-oriented sales behaviors. The results and conclusions provide support for the concept that skill/behavior development and assessment are worthy pursuits for sales managers and their organizations.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::95f96b907c1f3d14b9334f084979ba6f https://doi.org/10.2753/pss0885-3134270105 Zobrazit plný text záznamu Plný text ve formátu PDF