Self-efficacy and personal selling: review and examination with an emphasis on sales performance

2019 ◽  
Vol 40 (1) ◽  
pp. 57-71 ◽  
Author(s):  
Robert A. Peterson
Keyword(s):  
Self Efficacy ◽  
Personal Selling ◽  
Sales Performance

scholarly journals The Mediating Role of Sales Performance in the Effect of Antecedents on Sales Force Satisfaction: In the Case of Top Three Chain Retail Stores Operating in Ethiopia

2018 ◽  
Vol 10 (1) ◽  
pp. 145
Author(s):  
Getie Andualem Imiru
Keyword(s):  
Job Satisfaction ◽  
Confidence Interval ◽  
Self Efficacy ◽  
Pearson Correlation ◽  
Sales Performance ◽  
Sales Force ◽  
Retail Stores ◽  
Mediating Role ◽  
Chain Retail ◽  
Core Characteristics

The objective of this study is to investigate the effect of antecedent variables on salesforce Job satisfaction mediated by salesforce performance. Data were gathered using a structured questionnaire from top three chain retail stores engaged in retailing business operating in Ethiopia. Although a total of 450 questionnaires were distributed to sales persons of these companies, 380 questionnaires were returned and used at the end of the data collection process, which gave the response rate of 84 per cent. The ability, effort, self-efficacy, and job core characteristics have a significant Pearson correlation of 0.493, 0.105, 0.288, and 0.391 respectively at 0.01 confidence interval with sales performance. On the other hand, five constructs of the study ability, effort, self-efficacy, fixed compensation, and job core characteristics influenced sales performance significantly at 95% confidence interval with a sig. level of 0.000, 0.004, 0.002, 0.000, and 0.000 respectively. The result of the study indicated that six variables which are ability, effort, self-efficacy, fixed compensation, job core characteristics, and sales performance influenced job satisfaction significantly at 95% confidence interval with a sig. level of 0.000 for all variables.

The Effect of Promotion Mix on Sales Performance Mediated by Customer Loyalty at Paul Bakery Kota Kasablanka Jakarta

2021 ◽  
Vol 4 (1) ◽  
pp. 93-111
Author(s):  
Edi Sugiono ◽  
Andini Nurwulandari ◽  
Fithri Khairina
Keyword(s):  
Public Relations ◽  
Customer Loyalty ◽  
Positive Impact ◽  
Employee Performance ◽  
Personal Selling ◽  
Sales Performance ◽  
Marketing Strategies ◽  
Digital Marketing ◽  
High Level ◽  
Positive Effect

The company strives to remain at a high level of competition with various strategies in maintaining its business. Many new companies find it challenging to keep their company due to marketing strategies that do not follow current globalization developments. Therefore the company will try to find ways to market its products, starting from promoting products, knowing products to make customers loyal. The purpose of this study is to see the effect of advertising, promotion, personal selling, direct digital marketing, and public relations on sales performance and customer loyalty by taking samples at the Paul Bakery Kota Kasablanka Jakarta. The research method used is descriptive, namely an analysis that describes the variables to the bakery's sales volume at Paul Bakery Kota Kasablanka. The results showed: the advertising variable has no positive effect on sales performance, customer loyalty, and sales performance through customers; promotion variable has no positive impact on sales performance and sales performance through customer loyalty but has a positive effect on customer loyalty; personal selling variable has a positive effect on sales performance, employee performance through customer loyalty but has no effect on customer loyalty; direct digital marketing variable has a positive effect on sales performance and customer loyalty but does not have a positive effect on sales performance through customer loyalty, and public relations variables have a positive effect on sales performance, customer loyalty and sales performance through customer loyalty.

Linking B2B sales performance to entrepreneurial self-efficacy, entrepreneurial selling actions

2022 ◽  
Vol 142 ◽  
pp. 585-593
Author(s):  
John Edwards ◽  
Morgan P. Miles ◽  
Steven D'Alessandro ◽  
Mark Frost
Keyword(s):  
Self Efficacy ◽  
Sales Performance

Self-Efficacy Beliefs and Direct Selling Sales Performance

2020 ◽  
Vol 13 (1) ◽  
pp. 1
Author(s):  
Victoria Crittenden ◽  
Robert Peterson ◽  
Gerald Albaum
Keyword(s):  
Self Efficacy ◽  
Sales Performance ◽  
Efficacy Beliefs ◽  
Direct Selling

The influence of sales force technology use on outcome performance

2015 ◽  
Vol 30 (6) ◽  
pp. 771-783 ◽  
Author(s):  
Sergio Román ◽  
Rocío Rodríguez
Keyword(s):  
Technology Use ◽  
Self Efficacy ◽  
Structural Equation ◽  
Personal Selling ◽  
Sales Force ◽  
Equation Modeling ◽  
Content Type ◽  
And Performance ◽  
Selling Process ◽  
Outcome Performance

Purpose – This paper aims to examine whether and how sales technology (ST) use helps salespeople perform better through the modification of their customer-qualification skills and customer-oriented selling behaviors. Also, the moderating role of salespeople’s technology self-efficacy is analyzed. Technological advancements have become an integral part of the personal selling process, yet the relationship between salesperson’s technology use and salesperson performance remains primarily unsubstantiated. Design/methodology/approach – Data are collected from a diverse sample of 265 salespeople across different industries. Hypotheses are tested with structural equation modeling. Findings – The results indicate that a salesperson’s customer-qualification skills and customer-oriented selling fully mediate the effect of technology use on outcome performance. In addition, salespeople high in technology self-efficacy seem to get the most out of their technology use. More specifically, the influence of technology use on customer-qualification skills and customer-oriented selling is stronger for salespeople with high rather than low self-efficacy. Interestingly, technology use only increases performance for salespeople with high self-efficacy. Originality/value – Prior evidence on the consequences of ST on performance is not conclusive. The study adds value to both managers and scholars providing new insights of the link between technology use and performance and its underlying mediating and moderating processes. Without an understanding of the ST-performance relationship, sales managers may increase ST costs but decrease potential returns.

Self-Efficacy Beliefs and Sales Performance

1983 ◽  
Vol 5 (1) ◽  
pp. 41-51 ◽  
Author(s):  
Julian Barling ◽  
Russell Beattie
Keyword(s):  
Self Efficacy ◽  
Sales Performance ◽  
Efficacy Beliefs

scholarly journals IMPACT OF SALESPERSONS’ SKILL-SETS ON SALES PERFORMANCE: AN EMPIRICAL INVESTIGATION OF A TELECOMMUNICATION COMPANY

2017 ◽  
Vol 13 (2) ◽  
Author(s):  
Kashif Shafiq ◽  
Keyword(s):  
Customer Orientation ◽  
Personal Selling ◽  
Sales Performance ◽  
Skill Sets ◽  
Adaptive Selling ◽  
Emotional Skills ◽  
Competitive Edge ◽  
Research Article ◽  
Telecommunication Company ◽  
The Impact

Purpose- The objective of this research article is to find out the impact of customer orientation, adaptive selling, and emotional intelligence on sales performance. Personal selling is said to be happened when a solution to the problems regarding sales, services and customers is provided by a sale representative. Methodology- It is the skill and duty of the sale representative to provide his services which provide the best match with the requirements of the customers. Total 100 questionnaires were distributed among the employees of a telecommunication company. Findings- Results show that- Salespersons who apply customer orientation are more successful in the market and Salespersons that are more adaptive in several selling situations have more competitive edge over less adaptive salespersons. Implication- Both customer orientation and adaptive selling would be high if a salesperson possesses emotional skills. Therefore, it is recommended that the recruiter should hire salespersons with high acumen on customer orientation, adaptive and emotional skills.

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