TITLE

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

AUTHOR(S)
Anglin, Kenneth A.; Stolman, Jeffrey J.; Gentry, James W.
PUB. DATE
September 1990
SOURCE
Journal of Personal Selling & Sales Management;Fall90, Vol. 10 Issue 4, p81
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article presents an exploratory examination of the possible relationships between managerial perceptions of sales performance and salespersons' practice of adaptive selling as reflected in their cognitive sales scripts. Given the conceptualization of adaptive selling, positive relationships between sales performance evaluation dimensions and salesperson adaptive selling capabilities would be expected. Based on both the correlation analysis and the examination of the actual script-based selling behaviors employed by high and low performers, tentative support for the proposition that high performers would engage in adaptive selling behaviors was obtained. This study reports empirical support for the notion that sales performance is related to adaptive capability. Sales managers should be encouraged to identify the performance dimensions and adaptive behaviors which are most likely to be related. Once these phenomena are delineated, sales management not only could be expected to diagnose salespersons adaptive selling likelihood more accurately, but also they could provide salespeople with more productive adaptive selling guidance.
ACCESSION #
6654844

 

Related Articles

  • Psychological Adaptiveness and Sales Performance. Goolsby, Jerry R.; Lagace, Rosemary R.; Boorom, Michael L. // Journal of Personal Selling & Sales Management;Spring92, Vol. 12 Issue 2, p51 

    The impact of adaptive psychological traits on sales performance is not well understood. In spite of sound theoretical foundations, initial, research efforts have yielded inconsistent, inconclusive and generally disappointing results. In this paper, we examine how three adaptiveness traits...

  • The Effect of Vertical Exchange Relationships on the Performance Attributions and Subsequent Actions of Sales Managers. Swift, Cathy Owens; Campbell, Constance // Journal of Personal Selling & Sales Management;Fall95, Vol. 15 Issue 4, p45 

    This study examines the type of relationship that exists between the sales manager and subordinate (vertical exchange status), and its impact on the sales manager's attributions about the subordinate performance, as well as subsequent responses to the subordinate. Results indicate that cadres...

  • Distinguishing between the Roles of Customer-Oriented Selling and Adaptive Selling in Managing Dysfunctional Conflict in Buyer-Seller Relationships. Chakrabarty, Subhra; Brown, Gene; Widing, Robert E. // Journal of Personal Selling & Sales Management;Summer2013, Vol. 33 Issue 3, p245 

    A national random sample of industrial salespeople was surveyed to examine the relationships among selling behaviors, trust, conflict, and sales outcomes, such as performance and anticipation of future interaction. Results indicate that trust mediates the effects of selling behaviors on sales...

  • Selling Value. Hutson, Don // Selling Value;8/11/2015, p1 

    Contrary to what many people believe, successful selling is not about coercing people into buying something they may not want or need. Rather, it is the ability to understand what brings each customer value and then delivering on that value in an authentic way. In Selling Value, author and U.S....

  • Adaptive Selling--Insights from Social Cognition. Morgan, Fred W.; Stoltman, Jeffrey J. // Journal of Personal Selling & Sales Management;Fall90, Vol. 10 Issue 4, p43 

    The article discusses the social cognition capabilities and tendencies that are prepotent ingredients of personal selling. Various sources and associated problems of adaptive selling are reviewed. These problems are examined from an information acquisition perspective. Areas for empirical...

  • Identifying Successful Industrial Salesmen by Personality and Personal Characteristics. Lamont, Lawrence M.; Lundstrom, William J. // Journal of Marketing Research (JMR);Nov77, Vol. 14 Issue 4, p517 

    Despite continuing research effort, little success has been achieved in the use of personality and personal characteristics to predict the performance of salesmen. From an empirical study, a set of personality variables and personal characteristics that appear to have value in the selection of...

  • ORGANIZATIONAL DRIVERS OF SALESPEOPLE'S CUSTOMER ORIENTATION AND SELLING ORIENTATION. Guenzi, Paolo; De Luca, Luigi M.; Troilo, Gabriele // Journal of Personal Selling & Sales Management;Summer2011, Vol. 31 Issue 3, p269 

    The practice of customer-oriented selling (COS) has been identified as a key variable in an era of relationship selling and consultative selling. However, compared with the "traditional" selling orientation (SO), COS requires greater expenditure of effort by the salesperson in customer...

  • Understanding and participation builds trust. Dees, Bill // Water Technology;Jun2010, Vol. 33 Issue 6, p36 

    The article offers author's suggestions on how to build a trustworthy relationship with customers. He argues that selling is a psychological business and sales persons can go against themselves if they believe that they are in control of the customer. He further states that building trust with...

  • Emotional Intelligence for Sales Success. Stanley, Colleen // Emotional Intelligence for Sales Success;1/3/2013, p1 

    In Emotional Intelligence for Sales Success, Colleen Stanley introduces sales associates to the idea that oft-ignored emotional intelligence skills such as empathy, rapport, emotion management, and self-confidence will help them achieve the hard sales results they desire. Many salespeople never...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sign out of this library

Other Topics