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Sales presentation skills and salesperson job performance

16 references·16 citing·46 second hopsampled

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References

1986Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness1,227 cited
1985The Determinants of Salesperson Performance: A Meta-Analysis1,187 cited
1981Effectiveness in Sales Interactions: A Contingency Framework736 cited
1982Measuring the performance of industrial salespersons646 cited
1983Marketing: Theory and Practice625 cited
1977Motivation and Performance in Industrial Selling: Present Knowledge and Needed Research574 cited
2021Sales Force Management396 cited
1986Selling Activity and Sales Position Taxonomies for Industrial Salesforces236 cited
2000Sales Call Anxiety: Exploring What it Means When Fear Rules a Sales Encounter146 cited
2000Relationship‐oriented characteristics and individual salesperson performance138 cited
1997Broadening the Scope of Relationship Selling134 cited
1990Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople130 cited
2002Toward a Shortened Measure of Adaptive Selling125 cited
2000Relationship selling behaviors: antecedents and relationship with performance117 cited
2002The effects of sales training on sales force activity

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90 cited

1993Selling and Sales Management in Action : Sales Training: Status and Needs45 cited

Cited by

2020A multidimensional perspective of business-to-business sales success: A meta-analytic review64 cited
2011Compensation and control sales policies, and sales performance: the field sales manager's points of view63 cited
2010Determinants of B2B salespersons' performance and effectiveness: a review and synthesis of literature62 cited
2019The role of lead management systems in inside sales performance62 cited
2020Systematic review of determinants of sales performance: Verbekeet al.’s (2011) classification extended53 cited
2017Connect within to connect outside: effect of salespeople's political skill on relationship performance49 cited
2022Hiring for sales success: The emerging importance of salesperson analytical skills45 cited
2020The influence of cultural intelligence on sales self-efficacy and cross-cultural sales presentations: does it matter for highly challenge-oriented salespeople?42 cited
2023A Meta-analytic Systematic Review and Theory of the Effects of Perceived Listening on Work Outcomes42 cited
2013“Just wanna give you guys a bit of an update”: Insider perspectives on business presentations in Hong Kong40 cited
2018Value-based selling: a multi-component exploration39 cited
2009The effect of selling strategies on sales performance38 cited
2019Drive and Direction: Empathy with Intended Targets Moderates the Proactive Personality–Job Performance Relationship via Work Engagement37 cited
2022Understanding salespeople's resistance to, and acceptance and leadership of customer-driven change36 cited
2008An Exploratory Study of the Influence of Sales Training Content and Salesperson Evaluation on Salesperson Adaptive Selling, Customer Orientation, Listening, and Consulting Behaviors36 cited
2018Closing the Loop: Measuring Entrepreneurial Self-Efficacy to Assess Student Learning Outcomes35 cited