search query: @author Goolsby, J. R. / total: 2
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| Author: | Boorom, M. L. Goolsby, J. R. Ramsey, R. P. |
| Title: | Relational communication traits and their effect on adaptiveness and sales performance. |
| Journal: | Journal of the Academy of Marketing Science
1998 : WIN, VOL. 26:1, p. 16-30 |
| Index terms: | SALESMEN SALES MANAGEMENT SALES METHODS MARKETING MANAGEMENT COMMUNICATION |
| Language: | eng |
| Abstract: | The guiding purpose of this research was to investigate a set of relational communication traits and their impact on sales performance outcomes within an adaptive selling theoretical framework and to determine if such communication dispositions play a role in sales performance. Using a sample of 239 insurance salespeople, results demonstrate that salespeople exhibiting lower levels of communication apprehension are more highly involved in communication interactions, and higher involvement facilitates increased adaptiveness and sales performance. This research highlights the importance of effective communication within sales interactions and offers suggestions to improve salesperson communication skill. |
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