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This study aims to explore how individual sales capabilities of salespeople affect their selling behaviors and short-term sales performance.

The Effect of Salespeople’s Individual Sales Capabilities on Selling Behaviors and Short-term Performance

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This study aims to explore how individual sales capabilities of salespeople affect their selling behaviors and short-term sales performance.
Surveyed 214 door-to-door salespeople in South Korea over three months
Tested hypotheses using structural equation modeling
Conducted reliability test and confirmatory factor analysis for validity
Salespeople's individual sales capabilities positively influence selling behaviors
Sales capabilities significantly affect customer-oriented selling more than sales-oriented selling
Sales-oriented behavior correlates positively with sales performance, while individual capabilities showed no significant effect on performance

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Randomized trial investigates selling behaviors and performance in door-to-door salespeople, suggesting strategies for sales improvement.

Jun et al. (2022) studied this question.

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