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Impact Of Salespersons’ Skill-Sets On Sales Performance: An Empirical Investigation Of A Telecommunication Company

Author

Listed:
  • Kashif Shafiq

    (Assistant Professor, Institute of Business Management)

  • Muhammad Waqas

    (Lecturer Economics, DHA Suffa University)

  • Arslan Rafi

    (PhD Scholar, Preston University)

Abstract

Purpose The objective of this research article is to find out the impact of customer orientation, adaptive selling, and emotional intelligence on sales performance.Personal selling is said to be happened when a solution to the problems regarding sales, services and customers is provided by a sale representative.Methodology It is the skill and duty of the sale representative to provide his services which provide a best match with the requirements of the customers.Total 100 questionnaires were distributed among the employees of a telecommunication company.Findings Results show that Salespersons who apply customer orientation are more successful in the market and Salespersons that are more adaptive in several selling situations have more competitive edge over less adaptive salespersons.Implication Both customer orientation and adaptive selling would be high if a salesperson possesses emotional skills.Therefore, it is recommended that recruiter should hire salespersons with high acumen on customer orientation, adaptive and emotional skills.

Suggested Citation

  • Kashif Shafiq & Muhammad Waqas & Arslan Rafi, 2017. "Impact Of Salespersons’ Skill-Sets On Sales Performance: An Empirical Investigation Of A Telecommunication Company," IBT Journal of Business Studies (JBS), Ilma University, Faculty of Management Science, vol. 13(2), pages 1-10.
    • Handle: RePEc:aib:ibtjbs:v:13:y:2017:i:2:p:1-10
    DOI: https://doi.org/10.46745/ilma.ibtjbs.2017.132.1
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    References listed on IDEAS

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    1. Stock, Ruth & Hoyer, Wayne, 2005. "An Attitude-Behavior Model of Salespeople’s Customer Orientation," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 60479, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    2. Stock, Ruth & Hoyer, Wayne, 2005. "An Attitude-Behavior Model of Salespeople’s Customer Orientation," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 35542, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    3. Marshall, Greg W. & Goebel, Daniel J. & Moncrief, William C., 2003. "Hiring for success at the buyer-seller interface," Journal of Business Research, Elsevier, vol. 56(4), pages 247-255, April.
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