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The Congruence of Manager Perception of Salesperson Performance and Knowledge-Based Measures of Adaptive Selling

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References

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1990Adaptive Selling: Conceptualization, Measurement, and Nomological Validity870 cited
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1984A Script-Theoretic Analysis of Industrial Purchasing Behavior143 cited
1990Client Evaluation Cues: A Comparison of Successful and Unsuccessful Salespeople130 cited
2013Increasing Sales Productivity by Getting Salespeople To Work Smarter

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113 cited

1980Salesforce Management107 cited

2013Evaluation of Selling Performance: A Study of Current Practices83 cited

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1999Benchmarks of Successful Salesforce Performance39 cited
2000Cognitive Style as an Antecedent to Adaptiveness, Customer Orientation, and Self-Perceived Selling Performance38 cited
2011Relationship marketing in the casino industry37 cited
2013An examination of the effects of adaptive selling behavior and customer orientation on performance of pharmaceutical salespeople in an emerging market32 cited
2016Role of adaptive selling and customer orientation on salesperson performance: Evidence from two distinct markets of Europe and Asia29 cited
2021Salesperson attributes that influence consumer perceptions of sales interactions29 cited
2017The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance27 cited
1993Attributes and Behaviors of Salespeople Preferred by Buyers: High Socializing vs. Low Socializing Industrial Buyers26 cited