The authors investigated the moderating effect of sales experience on the relationship between salespeople’s procedural knowledge and their performance, using a sample of 108 salespeople working at three car dealerships in Japan. Moderated regression analyses suggested that the more experience salespeople gain, the stronger the relationship between procedural knowledge and performance becomes. The results provide some support for the hypothesis that the sales experience moderates the relationship between procedural knowledge and performance, which is consistent with Anderson’s (1982, 1983) model and the ten‐year rule of necessary preparation in expertise research. The results also suggest that a high‐performing sales expert has customer‐ori...
In this dissertation, the author examines the acquisition and utilization of the market knowledge fr...
Sales management research has concentrated on examining the antecedents and consequences of salespeo...
The move towards a more knowledge-intensive sales market has increased the complexity of the sales j...
The authors investigated the moderating effect of sales experience on the relationship between sales...
Although it is conceptually and practically posited that salesperson knowledge has a direct relation...
This Study investigate The Effect of Product Knowledge on salesperson Performance with the moderatin...
textabstractIt has been 25 years since the publication of a comprehensive review of the full spectru...
This study explores informal mentoring on outcome-based salesperson performance. Mentoring is believ...
It has been 25 years since the publication of a comprehensive review of the full spectrum of sales-p...
This study examined the relationship between industrial salespersons\u27 level of sales performance ...
Organization theory proposes that managers exert control over the behavior of salespeople and the ou...
Salespersons are the key marketing agent and they play a signifcant role in determining business su...
This Study investigate The Effect of Product Knowledge on salesperson Performance with the moderatin...
textabstractIt has been twenty-five years since the publication of a comprehensive review of the ful...
Sales management research has concentrated on examining the antecedents and consequences of salespeo...
In this dissertation, the author examines the acquisition and utilization of the market knowledge fr...
Sales management research has concentrated on examining the antecedents and consequences of salespeo...
The move towards a more knowledge-intensive sales market has increased the complexity of the sales j...
The authors investigated the moderating effect of sales experience on the relationship between sales...
Although it is conceptually and practically posited that salesperson knowledge has a direct relation...
This Study investigate The Effect of Product Knowledge on salesperson Performance with the moderatin...
textabstractIt has been 25 years since the publication of a comprehensive review of the full spectru...
This study explores informal mentoring on outcome-based salesperson performance. Mentoring is believ...
It has been 25 years since the publication of a comprehensive review of the full spectrum of sales-p...
This study examined the relationship between industrial salespersons\u27 level of sales performance ...
Organization theory proposes that managers exert control over the behavior of salespeople and the ou...
Salespersons are the key marketing agent and they play a signifcant role in determining business su...
This Study investigate The Effect of Product Knowledge on salesperson Performance with the moderatin...
textabstractIt has been twenty-five years since the publication of a comprehensive review of the ful...
Sales management research has concentrated on examining the antecedents and consequences of salespeo...
In this dissertation, the author examines the acquisition and utilization of the market knowledge fr...
Sales management research has concentrated on examining the antecedents and consequences of salespeo...
The move towards a more knowledge-intensive sales market has increased the complexity of the sales j...