Académique Documents
Professionnel Documents
Culture Documents
Research
Based on types of messages delivered
Links between performance and specific traits
Observations
Statistically inconsistent does not mean links are
nonexistent or unimportant
Situation-specific approach is necessary
Characteristics of customer and salesperson
must be considered
The Boundary Role
Communication Communication
Sales rep
Selling org Buying org
Missionary
Delivery
Order taker
Technical sales
Demand creation
Managing Sales Tasks
Factors influencing Sales personnel behavior
Market/account characteristics
Customer behavior
Marketing strategy
Recruitment and
Effort Training
selection
Selling behavior
Sales tasks