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The Relationship Between Sales Skills And Salesperson Performance: An Empirical Study In The Malaysia Telecommunications Company

Author

Listed:
  • Mohd Sah Basir
  • Syed Zamberi Ahmad
  • Philip J. Kitchen

Abstract

The objectives of this paper are to understand the influence of sales skills dimensions namely: interpersonal skills, salesmanship skills, technical skills and marketing skills on salesperson performance in Telekom Malaysia (TM) Berhad, a major Malaysian telecommunication corporation. Data was gathered based on quota sample of 114 salespersons in the company, and the findings show that effects of interpersonal skills positively influenced salesperson performance. However, unexpectedly, the findings also revealed that salesmanship skills, technical skills and marketing skills do not influence salesperson performance.

Suggested Citation

  • Mohd Sah Basir & Syed Zamberi Ahmad & Philip J. Kitchen, 2010. "The Relationship Between Sales Skills And Salesperson Performance: An Empirical Study In The Malaysia Telecommunications Company," International Journal of Management and Marketing Research, The Institute for Business and Finance Research, vol. 3(1), pages 51-73.
    • Handle: RePEc:ibf:ijmmre:v:3:y:2010:i:1:p:51-73
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    References listed on IDEAS

    as
    1. Jane Z. Sojka & Dawn R. Deeter-Schmelz, 2002. "Enhancing the Emotional Intelligence of Salespeople," American Journal of Business, Emerald Group Publishing, vol. 17(1), pages 43-50.
    2. Behrman, Douglas N. & Perreault, William Jr., 1982. "Measuring the performance of industrial salespersons," Journal of Business Research, Elsevier, vol. 10(3), pages 355-370, September.
    Full references (including those not matched with items on IDEAS)

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    Cited by:

    1. Ida Bagus Nyoman Udayana & Prayekti & Eliya Ardyan, 2019. "Factors That Influence the Relationship Between Customer Information Quality and Salesperson Performance," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 31(2), pages 187-207.
    2. Manciu Venera Cristina & Demyen Suzana, 2018. "Study Regarding The Attitude Of Customers On The Behaviour Of The Sales Staff In The Supermarkets From Resita," Annals - Economy Series, Constantin Brancusi University, Faculty of Economics, vol. 5, pages 91-97, October.

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    More about this item

    Keywords

    Sales skills; salesperson performance; telecommunication; Malaysia;
    All these keywords.

    JEL classification:

    • M3 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising

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