Salesperson behavior: antecedents and links to performance
- 1 June 1997
- journal article
- Published by Emerald Publishing in Journal of Business & Industrial Marketing
- Vol. 12 (3/4) , 177-184
- https://doi.org/10.1108/08858629710188018
Abstract
Examines the impact of selling behaviors on performance. The time spent actually selling and servicing clients is shown positively to influence salesperson performance. Having a spouse in the profession, past sales experience, higher vocational esteem for selling and service, and a higher extrinsic reward orientation are antecendents to behaviors that relate to higher performance.Keywords
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