A Measure of Selling Skill: Scale Development and Validation

Rentz, Joseph O.; Shepherd, C. David; Tashchian, Armen; Dabholkar, Pratibha A.; Ladd, Robert T.
January 2002
Journal of Personal Selling & Sales Management;Winter2002, Vol. 22 Issue 1, p13
Academic Journal
Selling skills are learned proficiency at performing tasks necessary for a sales job. They are among the most important predictors of sales performance. However, the research into selling skills has been hampered by the lack of an overall scale. To address this shortcoming the present paper identifies a model of sales skills consisting of three components of interpersonal skills, salesmanship skills, and technical skills. Using exploratory and confirmatory factor analysis, the authors report the development of a Selling Skill scale as a reliable and valid instrument. The authors suggest priorities for future research and potential uses of this instrument.


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