Title
The Influence of Salesperson Skill, Motivation, and Training on the Practice of Customer-Oriented Selling
Abstract
Why is customer-oriented selling not practiced widely? The purpose of this research was to identify the relationships between factors that may be related to the practice of customer-oriented selling: Salesperson job satisfaction, organizational commitment, and skills. A survey of 109 retail salespeople provided insights into the relationships between these variables. The findings focused on the importance of the relationships existing between salesperson skills, training, organizational commitment, job satisfaction, and salesperson customer orientation. © 2002 Wiley Periodicals, Inc.
Department(s)
Marketing
Document Type
Article
DOI
https://doi.org/10.1002/mar.10033
Publication Date
9-1-2002
Recommended Citation
Pettijohn, Charles E., Linda S. Pettijohn, and Albert J. Taylor. "The influence of salesperson skill, motivation, and training on the practice of customer‐oriented selling." Psychology & Marketing 19, no. 9 (2002): 743-757.
Journal Title
Psychology and Marketing
