Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a spouse in the profession, past sales experience, higher vocational esteem for selling and service, and a higher extrinsic reward orientation are antecendents to behaviors that relate to higher performance.
Brashear, T., Bellenger, D., Barksdale, H. and Ingram, T. (1997), "Salesperson behavior: antecedents and links to performance", Journal of Business & Industrial Marketing, Vol. 12 No. 3/4, pp. 177-184. https://doi.org/10.1108/08858629710188018Download as .RIS
MCB UP Ltd
Copyright © 1997, MCB UP Limited