Title
Does salesperson perception of the importance of sales skills improve sales performance, customer orientation, job satisfaction, and organizational commitment, and reduce turnover?
Abstract
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 organization.
Department(s)
Marketing
Document Type
Article
DOI
https://doi.org/10.2753/PSS0885-3134270105
Publication Date
12-1-2007
Recommended Citation
Pettijohn, Charles E., Linda S. Pettijohn, and Albert J. Taylor. "Does salesperson perception of the importance of sales skills improve sales performance, customer orientation, job satisfaction, and organizational commitment, and reduce turnover?." Journal of Personal Selling & Sales Management 27, no. 1 (2007): 75-88.
Journal Title
Journal of Personal Selling and Sales Management
