Sales presentation skills and salesperson job performance

Abstract

Purpose

The purpose of this article is to examine the relations between important sales presentation skills and salesperson job performance.

Design/methodology/approach

Data on each construct in the model was gathered and the relations analyzed using LISREL software.

Findings

Salesperson experience, and to a lesser degree training, underlie sales presentation skills. Salesperson skill at using adaptive selling techniques and closing are related with increased performance.

Research limitations/implications

Additional sales skills need to be considered and salespeople other than those in the B‐B environment should be studied.

Practical implications

Sales managers are urged to ensure their B‐B salespeople develop their skills in adaptive communication and closing as one means to improve sales performance.

Originality/value

The findings highlight the importance of salesperson experience and training in developing the skills that contribute to sales performance.

Citation

Johlke, M.C. (2006), "Sales presentation skills and salesperson job performance", Journal of Business & Industrial Marketing, Vol. 21 No. 5, pp. 311-319. https://doi.org/10.1108/08858620610681614