Purpose The purpose of the study is to confirm a conceptualised framework regarding
organizational and environmental indicators of sales performance on sellers in a business …

This paper offers the IPS-EQ model, which attempts to conceptualize interpersonal skills in a
business-to-business sales process. A literature review within the discipline of …

Purpose This study aims to propose a conceptual framework based on organisational and
environmental indicators of business-to-business sellers' sales performance in services …

Purpose–During the covid 19 pandemic life insurance companies faced matter of
concerning to extension of customers of unit linked insurance policies. Unit-linked life …

Purpose This study aims to examine the role of salespeople's skills in relative and absolute
SP in business-to-business (B2B) settings of services firms. This conceptual logic reported in …

Due to the dynamic and interpersonal nature of selling, understanding affective and
cognitive relationships and their influence on performance has gained the attention of sales …

Abstrak− Penelitian ini bertujuan untuk mengkaji bagaimana tiga faktor, yaitu kemampuan
interpersonal, modal psikologi, dan dukungan supervisor berpengaruh dengan kinerja para …

Purpose The purpose of this paper is to test the direct effect of B2B sellers' skills on relative
and absolute sales performance. Design/methodology/approach Based on a questionnaire …

Purpose Determining the skills required for salespersons to maximize their effectiveness
was the main driver for conducting the present study. In order to identify those necessary …

This paper considers the selling process from a relational perspective, thereby developing a
more comprehensive understanding of the process. Emerging from this is a multi-level …