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Journal of Strategic Marketing Volume 16, 2008 - Issue 5
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PAPERS

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

Alfred M. Pelham The College of New Jersey, USACorrespondence[email protected]
&
Pamela Kravitz The College of New Jersey, USA
Pages 413-435 | Accepted 29 Apr 2008, Published online: 05 Dec 2008

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Archana Shrivastava. (2023) Testing indigenous cultural impact on replicability & generalizability of interpersonal listening in personal sales . Journal of Marketing Communications 0:0, pages 1-22.
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Ashraf M. Attia, Earl D. Honeycutt Jr.Rana Fakhr & Sharon K. Hodge. (2021) Evaluating Sales Training Effectiveness at the Reaction and Learning Levels. Services Marketing Quarterly 42:1-2, pages 124-139.
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Richard G. McFarland. (2019) A conceptual framework of macrolevel and microlevel adaptive selling theory, setting a research agenda, and suggested measurement strategies. Journal of Personal Selling & Sales Management 39:3, pages 207-221.
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Olayemi Abdullateef Aliyu & Munyaradzi Wellington Nyadzayo. (2018) Reducing employee turnover intention: a customer relationship management perspective. Journal of Strategic Marketing 26:3, pages 241-257.
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Maryse Koehl, Juliet F. Poujol & John F. Tanner$suffix/text()$suffix/text(). (2016) The impact of sales contests on customer listening: an empirical study in a telesales context. Journal of Personal Selling & Sales Management 36:3, pages 281-293.
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Steven W. Rayburn & David A. Gilliam. (2016) Using work design to motivate customer-oriented behaviors. The Service Industries Journal 36:7-8, pages 339-355.
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Thomas L. Powers, J'Aime C. Jennings & Thomas E. DeCarlo. (2014) An assessment of needed sales management skills. Journal of Personal Selling & Sales Management 34:3, pages 206-222.
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Sergio Román. (2014) Salesperson's listening in buyer–seller service relationships. The Service Industries Journal 34:7, pages 630-644.
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Articles from other publishers (15)

Van Nam Mai, Thi Hong Loc Hoang & Le Thi Dieu Hien. (2023) The Impact of Listening on Tourist Satisfaction and Trust in Tour Guides. Journal of Law and Sustainable Development 11:12, pages e1602.
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Ho-Taek Yi, MinKyung Lee & Kyungdo Park. (2022) Service Orientation and Customer Performance: Triad Perspectives of Sales Managers, Sales Employees, and Customers. Behavioral Sciences 12:10, pages 373.
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Ida Bagus Nyoman Udayana. (2022) NICHE BASED RELATIONAL CAPABILITY TO INCREASE SALESPEOPLE PERFORMANCE IN SMALL AND MEDIUM ENTERPRISES. Business: Theory and Practice 23:1, pages 141-153.
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Mehdi Tanzeeb Hossain & Jonathan Ross Gilbert. (2021) Satisfactory listening: The differential role of salesperson communication in (co)creating value for B2B buyers. Industrial Marketing Management 98, pages 222-240.
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Charles Adusei, Isaac Tweneboah-Koduah & Gloria K.Q. Agyapong. (2020) Sales-Orientation and Customer-Orientation on Performance of Direct Sales Executives of Fidelity Bank, Ghana. International Journal of Finance & Banking Studies (2147-4486) 9:4, pages 70-86.
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Tuan Trong Luu. (2020) Can sales leaders with humility create adaptive retail salespersons?. Psychology & Marketing 37:9, pages 1292-1315.
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Mehmet Ozan KARAHAN & Fatih SAHİN. (2020) TÜKETİCİLERİN İTKİSEL (DÜRTÜSEL) SATIN ALMA DAVRANIŞINA MAĞAZA ORTAMININ VE KİŞİLİK ÖZELLİKLERİNİN ETKİSİ. Pamukkale University Journal of Social Sciences Institute.
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Maraj Rahman Sofi, Irfan Bashir, Mohammad Ashraf Parry & Altaf Dar. (2020) The effect of customer relationship management (CRM) dimensions on hotel customer’s satisfaction in Kashmir. International Journal of Tourism Cities 6:3, pages 601-620.
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Omar S. Itani, Emily A. Goad & Fernando Jaramillo. (2019) Building customer relationships while achieving sales performance results: Is listening the holy grail of sales?. Journal of Business Research 102, pages 120-130.
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Vishal K. Gupta, Gizem Atav & Dev K. Dutta. (2017) Market orientation research: a qualitative synthesis and future research agenda. Review of Managerial Science 13:4, pages 649-670.
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Takuma Kimura, Belén Bande & Pilar Fernández-Ferrín. (2019) The roles of political skill and intrinsic motivation in performance prediction of adaptive selling. Industrial Marketing Management 77, pages 198-208.
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Füsun Altıntas, Feride Bahar Kurtulmusoglu, Murat Hakan Altintas, Hans-Rudiger Kaufmann & Sanem Alkibay. (2017) The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance. EuroMed Journal of Business 12:2, pages 221-240.
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Vijay Lakshmi Singh, Ajay K. Manrai & Lalita A. Manrai. (2015) Sales training: A state of the art and contemporary review. Journal of Economics, Finance and Administrative Science 20:38, pages 54-71.
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Aliyu Olayemi Abdullateef, Sany Sanuri Mohd Muktar, Rushami Zien Yusoff & Intan Shafinaz Binti Ahmad. (2014) Effects of Customer Relationship Management Strategy on Call Centre's Employee Intention to Quit: Evidence from Malaysia Call Centers. Procedia - Social and Behavioral Sciences 130, pages 305-315.
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George J. Avlonitis. 2011. Sales Management. Sales Management 307 331 .

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