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.

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