An interdisciplinary approach to assessing the characteristics and sales potential of modern salespeople

Peter A. Reday, Roger Marshall, Ananthanarayanan Parasuraman

Research output: Contribution to journalArticle

10 Citations (Scopus)

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 languageEnglish (US)
Pages (from-to)838-844
Number of pages7
JournalIndustrial Marketing Management
Volume38
Issue number7
DOIs
StatePublished - Oct 2009

Fingerprint

Interdisciplinary approach
Salespeople
Technology transfer
Consumer markets
Technical skills
Persuasion
Sales performance
Business to business
Interpersonal skills
Industrial markets

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 journalArticle

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