Salesperson knowledge distinctions and sales performance

Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions

“…Skills of the salesperson may also shift from a series of hard selling skills (selling and prospecting) to soft skills such as relationship building and emotional connectivity. Finding new ways of engaging with customers and satisfying their needs through innovative solutions, including leveraging digitization, are likely to lead to sales success (Leigh, De Carlo, Allbright and Lollar 2014). Digitization, in and of itself, cannot replace traditional sales methods, but instead offers the potential to embrace new learning and opportunities (Preston 2010).…”

Sales-Orientation and Customer-Orientation on Performance of Direct Sales Executives of Fidelity Bank, Ghana

“…There are several studies on salespeople's sales orientation and customer orientation on organisation and individual performance in the diverse industries in abroad (Cross et al, 2007;Guenzi et al, 2011;Homburg et al, 2011;Jaramillo et al, 2007;Leigh et al, 2014;Verbeke et al, 2011;Wacher et al, 2009) but scanty on the banking sector of Ghana. There are some key studies on market orientation in the banking industry of Ghana; one of such study is Mahmoud et al, (2019), market orientation and customer satisfaction with the emphasis on the role of service quality and innovation.…”

“…Huang (2008) confirms that service employees with customer orientation approach increase relationship quality while a selling orientation approach decreases relationship quality with customers. Leigh et al, (2014) revealed that higher-performing sales personnel have more elaborate, contingent and context-specific procedural knowledge relevant to the sales calls and are more adaptive or responsive to the specific contingency. Pelham and Kravitz (2008) noted that listening behaviours of salesmen positively influence customer orientation behaviours, which in turn influence adaptive selling behaviours.…”

The Influence of Critical Success Factors on B2B Sales Performance and the Mediating Role of Social Intelligence

“…Sales representatives with technical expertise are more able to close sales (Sangtani & Murshed, 2013;Leigh et al, 2014). They also tend to have less stress in complex situations, operate better (Miao & Evans, 2012), and become more successful (Boyer et al, 2012).…”