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| Author: | Weitz, B. A. Sujan, H. Sujan, M. |
| Title: | Knowledge, motivation and adaptive behavior : a framework for improving selling effectiveness. |
| Journal: | Journal of Marketing
1986 : OCT, VOL. 50:4, p. 174-191 |
| Index terms: | SALESMEN JOB PERFORMANCE MOTIVATION SALES MANAGEMENT TRAINING |
| Language: | eng |
| Abstract: | It is proposed that adaptive selling is influenced by salespeople's knowledge of consumer types and sales strategies as well as their motivation to alter the direction of their behavior. Pertinent research in psychology and personal selling is reviewed and specific propositions relating to knowledge, motivation and adaptive behavior are advanced. On the basis of these propositions suggestions are made for selecting,training,managing and compensating salespeople. The way these capabilities can be developed are suggested. |
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