Abstract
Technology is becoming increasingly pervasive in industrial markets. So too are the necessary attributes of salespeople in this context changing, to require not only the typical selling skills of persuasion and tact, and the interpersonal skills usually considered relevant in consumer markets, but also the technical skills associated with technology transfer. The research reported here investigates these three aspects, and measures their influence on actual sales performance in a business-to-business context.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 838-844 |
| Number of pages | 7 |
| Journal | Industrial Marketing Management |
| Volume | 38 |
| Issue number | 7 |
| DOIs | |
| State | Published - Oct 2009 |
Fingerprint
Keywords
- Personality
- Prediction
- Sales success
- Salespersons' characteristics
- Technology transfer
ASJC Scopus subject areas
- Marketing
Cite this
An interdisciplinary approach to assessing the characteristics and sales potential of modern salespeople. / Reday, Peter A.; Marshall, Roger; Parasuraman, Ananthanarayanan.
In: Industrial Marketing Management, Vol. 38, No. 7, 10.2009, p. 838-844.Research output: Contribution to journal › Article
}
TY - JOUR
T1 - An interdisciplinary approach to assessing the characteristics and sales potential of modern salespeople
AU - Reday, Peter A.
AU - Marshall, Roger
AU - Parasuraman, Ananthanarayanan
PY - 2009/10
Y1 - 2009/10
N2 - Technology is becoming increasingly pervasive in industrial markets. So too are the necessary attributes of salespeople in this context changing, to require not only the typical selling skills of persuasion and tact, and the interpersonal skills usually considered relevant in consumer markets, but also the technical skills associated with technology transfer. The research reported here investigates these three aspects, and measures their influence on actual sales performance in a business-to-business context.
AB - Technology is becoming increasingly pervasive in industrial markets. So too are the necessary attributes of salespeople in this context changing, to require not only the typical selling skills of persuasion and tact, and the interpersonal skills usually considered relevant in consumer markets, but also the technical skills associated with technology transfer. The research reported here investigates these three aspects, and measures their influence on actual sales performance in a business-to-business context.
KW - Personality
KW - Prediction
KW - Sales success
KW - Salespersons' characteristics
KW - Technology transfer
UR - http://www.scopus.com/inward/record.url?scp=70349331681&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=70349331681&partnerID=8YFLogxK
U2 - 10.1016/j.indmarman.2008.08.001
DO - 10.1016/j.indmarman.2008.08.001
M3 - Article
AN - SCOPUS:70349331681
VL - 38
SP - 838
EP - 844
JO - Industrial Marketing Management
JF - Industrial Marketing Management
SN - 0019-8501
IS - 7
ER -