Influence of Supervisory Control on Salesperson Performance: Examining the Role of Adaptive Selling Behaviour as a Mediator (original) (raw)

Key Drivers of Salesperson Performance: The Role of Sales Antecedents and Moderating Effect of Customer Directed Extra Role Behavior

Asian Journal of Economics, Business and Accounting, 2020

The salespersons are considered as one of the important sources while interacting between the company and its prospective customers. The purpose is to develop and test the model that involves salespersons performance in the pharmaceutical sector of Pakistan. Specifically, the study demonstrates the effects of salesperson creativity, adaptive selling behaviour, selling experience and customer directed extra-role behavior on salesperson performance. Adaptive selling behaviour has been taken as a mediator in this study. Individual salespersons in different pharmaceutical companies are the population of this study. Total 500 questionnaires were distributed among the salespersons, 367 useful responses were analyzed through structural education modeling (SEM). The results revealed that salesperson creativity has a positive and significant impact on adaptive selling behavior and performance. Furthermore, salespersons experience has significant impact on salesperson’s performance. Moreover,...

Leveraging market share through selling skills: the mediating role of adaptive selling behaviour

This study aims to examine the influence of a pharmaceutical sale representative's selling skills on market share, via the mediating role of adaptive selling behaviour (ASB). The approach of this study is quantitative and a questionnaire is used as an instrument to collect data. Based on convenience sample, 450 questionnaires were personally distributed to pharmaceutical sale representatives who work in Jordan; 345 questionnaires were returned, a response rate of 77%. The results show that there are significant effects for the dimensions of a pharmaceutical sale representative's personal skills (non-verbal immediacy, empathy, experience, subjective knowledge) on market share. Findings also confirm the significance of ASB as a mediating variable. The study recommends understating personal skills for a sales-force guide for managers to develop suitable hiring, training and keeping plans for both their experienced and new employees. Training packages should be administered continuously to empower a salesperson's skills in terms of efficacy and innovation. The study proposes a conceptual and practical model as evidence of the selling skills of sales representatives in the pharmaceutical industry.

Effective Sales Management: What Do Sales People Think?

Developments in Marketing Science: Proceedings of the Academy of Marketing Science, 2014

By understanding effective sales management from the perspective of sales people, this study adds a new dimension to our view of sales managers. Drawing from the sales literature, this research tests relationships between key variables identified as contributing to sales manager effectiveness from previous sales research. Listening skills, open communication, and effective feedback are positioned as antecedents to self-efficacy while customer relationship development, representative job performance, and satisfaction with one's sales manager represent the outcome variables. Results support the importance of listening skills and assert that self-efficacy plays a key role in each of the outcome variables.

Examining Salesperson Performance In Pharmaceutical Industry In Malaysia : Influence Of Control, Empowerment, Adaptive Selling Behavior And Emotional Intelligence

2016

Kajian ini bertujuan untuk mengkaji pengaruh faktor-faktor pengurusan dalam bentuk kawalan penyeliaan dan pemberian kuasa terhadap prestasi jurujual dalam industri farmaseutikal di Malaysia. Kawalan dan pemberian kuasa sering dikaitkan sebagai amalan pengurusan yang bertentangan dan jarang dikaji serentak. Walau bagaimanapun, pengkaji berpendapat amalan kawalan dan pemberian kuasa harus wujud bersama dalam konteks pengurusan moden. Oleh itu, kajian empirikal ini bertujuan untuk mengesahkan bahawa amalan kawalan dan pemberian kuasa perlu dipraktiskan bersama demi peningkatan prestasi para jurujual. Kajian ini juga menyiasat kesan perantaraan perlakuan penjualan adaptif jurujual terhadap hubungan antara amalan pengurusan tersebut dengan prestasi jurujual. Di samping itu, kajian ini juga mengkaji bagaimana kecerdasan emosi jurujual menyerdahanakan hubungan antara perlakuan penjualan adaptif dengan prestasi mereka. Penemuan empirikal kajian yang melibatkan 133 jurujual dengan menggunaka...

The impact of sales management practices on job satisfaction of salespeople

2017

Sales management functions are important to the successful implementation of business strategies. Sales management practices influence on the salespeople’s motivation, satisfaction and performance. The purpose of this study is to assess the validity of theoretical model that presents promoters and inhibitors of job satisfaction and sales performance of salespeople. The model concentrates on the impact of four sales management practices. Sales training and fixed salary level/sales compensation level are identified as promoters, while role ambiguity and role conflict are identified as inhibitors. The survey has been conducted among Turkish retailing firms’ salespeople in textile industry. The findings show that both of “sales training” and higher “fixed salary level” affect positively the job satisfaction of salespeople. The effect of “role ambiguity” is found significant and negative on job satisfaction and performance of salespeople. Performance is not related to satisfaction. The p...

The sales manager as a unit of analysis: a review and directions for future research

Journal of Personal Selling & Sales Management, 2018

This article analyzes empirical research in which the sales manager is the unit of analysis to determine what knowledge has been generated by sales scholars about sales managers and sales management practice. It examines what we have learned from sales managers about their jobs and themselves with particular emphasis on the managerial relevance of the work. While the sales literature is vast and despite the importance of sales managers being widely recognized and accepted, an extensive search of the sales literature identified only 163 articles in which the sales manager was the focus of empirical research about what they do. To help better understand what has been discovered, these articles are examined and categorized according to the main focus of each article's research. The results show that with respect to sales managers, our knowledge is limited and substantial opportunities exist for additional research to expand our understanding of the nature, roles, and impact of sales managers as well as providing usable advice for the practice of sales management.

Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons

Australasian Marketing Journal (AMJ)

Business and consumer buying behaviour has changed dramatically in recent time; a fact that is not lost on selling organisations when considering how best to recalibrate salesperson performance measures in response. However, a contemporary, systematic review of the academic literature concerning those most effective salesperson performance factors is markedly absent. This study joins a long line of investigatory efforts regarding the characteristics and habits of successful salesperson performance by adopting meta-analysis techniques to investigate the salesperson performance literature, content-analysing over 250 published articles from 1986 to 2017 and synthesising the findings into a new salesperson performance typology. The study finds that personal, organisational, co-worker, buyer and situational dimensions are responsible for increasing salespersons’ performance. Additionally, this work offers a parsimonious overview of current key salesperson performance research as well as ...

Impact of Salesperson Macro-Adaptive Selling Strategy on Job Performance and Satisfaction

2008

Drawing on the tenants of the adaptive strategy paradigm and configuration theory in the management and marketing literature, a model introducing the concept of salesperson macro-adaptive selling strategy that considers the overall selling environment, as contrasted with micro-adaptive selling tactics tailored to a specific customer, is introduced and investigated empirically within the context of the financial services industry. Using a widely accepted management theory typology-prospector, defender, analyzer-the model places macro-adaptive selling strategy into the sales performance literature as an expanded more holistic understanding of strategies influencing salesperson performance. Findings indicate significant direct and indirect effects on sales performance and job-related incomes, including job involvement, effort, and job satisfaction, for salespeople using different macro-adaptive selling strategies.

Effect of Ability on Salesperson Performance Through Adaptive Selling Behavior as an Intervening Variable

Ekspektra : Jurnal Bisnis dan Manajemen

This research was conducted at PT PX, which is a state-owned company in Indonesia appointed to produce and distribute subsidized fertilizers. PT PX is facing the risk of being diverted from fertilizer subsidies by the Government. To deal with this risk, PT PX has prepared a strategy that is to increase sales of non-subsidized fertilizers and non-fertilizer products. However, the sales performance of non-subsidized fertilizers and non-fertilizer products did not reach the target as expected. The author wants to examine whether the sales target is not achieved due to salesperson’s ability. In addition to ability, sales performance is also influenced by sales behavior done by salesperson, one of which is adaptive selling behavior. Therefore, this study was conducted to determine the ability possessed by salesperson at PT PX on sales performance through their adaptive selling behavior. This research was conducted using partial least square analysis techniques. The results of this study ...

Antecedents of adaptive selling among retail salespeople: A multilevel analysis

Journal of Retailing and Consumer Services, 2013

The literature on adaptive selling behavior has grown rapidly over the years, with heavier emphasis placed on industrial/professional salespeople and less attention given to retail salespeople. This study contributes to addressing this imbalance by examining the effects of two salesperson factors (selling skills and affective commitment) and two company-level variables (empowerment and behavior-based control) on the adaptive selling behavior of retail salespeople. Using data obtained from a two staged sampling procedure (105 companies and 419 salespeople), we employ a multilevel analytical procedure to model the effects of the salesperson and organizational factors on adaptive selling behavior of retail salespeople. The results indicate that selling skills and affective commitment directly influence adaptive selling while empowerment and behavior based control only indirectly influence adaptive selling behavior. Based on the findings of this study, implications for managing retail salespeople as well as limitations and suggestions for future research are presented.