Relationship‐oriented characteristics and individual salesperson performance

Relationship‐oriented characteristics and individual salesperson performance One of the recent trends in sales research has been a growing focus on relationally based buyer-seller interactions. Although existing sales literature is in general agreement as to the theoretical composition of buyer-seller relationships, a lack of empirical evidence exists for the interrelationships of various aspects of relational selling (e.g. customer orientation, adaptability, and service orientation) on individual salespersons' performance. Investigates the effect of these relational selling characteristics on the performance of individual salespeople. The results show a positive relationship exists between customer orientation and actual performance as measured by average annual sales dollars. Implications of the results for sales managers and sales researchers are discussed. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Business & Industrial Marketing Emerald Publishing

Relationship‐oriented characteristics and individual salesperson performance

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Publisher
Emerald Publishing
Copyright
Copyright © 2000 MCB UP Ltd. All rights reserved.
ISSN
0885-8624
DOI
10.1108/08858620010311520
Publisher site
See Article on Publisher Site

Abstract

One of the recent trends in sales research has been a growing focus on relationally based buyer-seller interactions. Although existing sales literature is in general agreement as to the theoretical composition of buyer-seller relationships, a lack of empirical evidence exists for the interrelationships of various aspects of relational selling (e.g. customer orientation, adaptability, and service orientation) on individual salespersons' performance. Investigates the effect of these relational selling characteristics on the performance of individual salespeople. The results show a positive relationship exists between customer orientation and actual performance as measured by average annual sales dollars. Implications of the results for sales managers and sales researchers are discussed.

Journal

Journal of Business & Industrial MarketingEmerald Publishing

Published: Feb 1, 2000

Keywords: Sales management; Personal selling; Relationship marketing; Channel relations

References

  • Developing buyer‐seller relationships
    Dwyer, R.; Schurr, P.; Oh, S.

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