TITLE

THE RELATIONSHIP OF ADAPTIVE BEHAVIORS OF INDUSTRIAL SALES-PEOPLE TO PERFORMANCE

AUTHOR(S)
Longfellow, Timothy A.
PUB. DATE
March 1995
SOURCE
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p70
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article examines the relationship of industrial salespersons behaviors to performance. Behaviors are divided into two categories. These are preparatory and adaptive behaviors. Preparatory behaviors are activities in preparation for the sales interviews while adaptive behaviors take place during the sales encounter. Questionnaire was sent to 100 industrial salespersons. The findings supported the hypothesized relationship between adaptive behavior, preparatory behaviors, and performance.
ACCESSION #
9605143666

 

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