This chapter presents an analysis of what is characterised as the personal determinants. Determinants have been described by Churchill et al. as the degree of variation in a salesperson's performance in relation to six major components, which they classified as aptitude, skill level, motivation, role perception, personal factors, and organisational and environmental factors. Businesses are interested in three key outcomes: the level of sales performance, how these determinants affect their performance, the operational effectiveness and consistency of their team's performance. There are numerous determinants that play a role within the salesperson's ability to perform at SPP levels. Determinants are conduits for a salesperson's success. Selling is a broad, integrated, complex, and dynamic phenomenon that requires the use and integration of different variables for a salesperson to perform at SPP levels.
B to B Sellers’ Skill Level in Sales Performance – Frameworks and Findings
