An Exploratory Study of the Influence of Sales Training Content and Salesperson Evaluation on Salesperson Adaptive Selling, Customer Orientation, Listening, and Consulting Behaviors

By Pelham Alfred   Kravitz Pamela  

Journal of Strategic Marketing, Vol. 16, Iss. 5, 2008-12 ,pp. : 413-435

Routledge Ltd

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An exploratory study of the influence of firm market orientation on salesperson adaptive selling, customer orientation, interpersonal listening in personal selling and salesperson consulting behaviors

By Pelham Alfred  

Journal of Strategic Marketing, Vol. 17, Iss. 1, 2009-02 ,pp. : 21-39

Routledge Ltd

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Linking effective listening with salesperson performance: an exploratory investigation

By Shepherd C David   Castleberry Stephen B   Ridnour Rick E  

The Journal of Business and Industrial Marketing, Vol. 12, Iss. 5, 1997-05 ,pp. : 315-322

Emerald Group Publishing Ltd

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A contingency analysis of the impact of salesperson's effort on satisfaction and performance in selling new products

By Atuahene-Gima Kwaku  

European Journal of Marketing, Vol. 32, Iss. 9-10, 1998-10 ,pp. : 904-921

Emerald Group Publishing Ltd

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The Influence of the Compensation System and Personal Variables on a Salesperson's Effective Listening Behaviour

By Román Sergio   Ruiz Salvador   Munuera José Luis  

Journal of Marketing Management, Vol. 21, Iss. 1-2, 2005-02 ,pp. : 205-230

Routledge Ltd

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