A Competency Model for Entry Level Business-to-Business Services Salespeople

Abstract

This article represents the first step in the development of a useful model of sales competencies for business-to-business services salespeople. Using a multifaceted research design and four distinct sets of experts in services selling, a listing of necessary competencies is developed and empirically tested to provide a sense of the importance towards performance that the competencies drive. A preliminary set of competencies was developed and in the process of empirical testing a set of competencies was developed. The research delineated 10 clear competencies; however among the different sets of experts there is some difference as to what is perceived as more important.

KEYWORDS:

• sales competencies
• services salespeople
• business-to-business sales
• competency importance

Notes

Note. A full list of competencies is available from the authors.