The Influence of Salesperson Skill, Motivation, and Training on the Practice of Customer-Oriented Selling
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.
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.
Psychology and Marketing