search query: @author Pettijohn, L.S. / total: 2
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| Author: | Pettijohn, C.E. Pettijohn, L.S. Taylor, A.J. |
| Title: | The influence of salesperson skill, motivation, and training on the practice of customer-oriented selling |
| Journal: | Psychology & Marketing
2002 : SEP, VOL: 19:9, p. 743-757 |
| Index terms: | Customers Marketing Salespeople Skills Psychology |
| Language: | eng |
| Abstract: | Why is customer-oriented selling not practiced widely? The purpose of this research is to identify the relationships btw. factors that may be related to the practice of customer-oriented selling: Salesperson job satisfaction, organizational commitment, and skills. A survey of 109 retail salespeople provided insights into the relationships btw. these variables. The findings focused on the importance of the relationships existing btw. salesperson skills, training, organizational commitment, job satisfaction, and salesperson customer orientation. |
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