The predictors of sales performance: a study with wholesale sellers

• Autor(a) principal: Donassolo, Paulo Henrique
• Data de Publicação: 2014
• Outros Autores: Matos, Celso Augusto de
• Tipo de documento: Artigo
• Idioma: eng; por
• Título da fonte: Revista Brasileira de Gestão de Negócios (Online)
• DOI: 10.7819/rbgn.v16i52.1686
• Texto Completo: https://rbgn.fecap.br/RBGN/article/view/1686
• topic: Sales. Salespeople. Wholesale. Performance. Survey.; Ventas. Vendedores. Mayoristas. Desempeño. Encuesta.; Vendas. Vendedores. Atacado. Desempenho. Survey.

Understanding which factors influence salesperformance and how these factors vary in differentcontexts is essential both for managers and forresearchers in the field of sales and marketing. Severalstudies have sought to identify the factors thatexert most influence over the performance ofsalespeople. The importance of these factors mayvary according to product type and the context inwhich sales are made. This paper seeks to test a modelthat consolidates a number of factors that influencesales performance of salespeople. In order to achievethese objectives, this paper addresses various modelsvalidated in other sales contexts and selects one of theseto later test it by means of a descriptive study based ona survey conducted with 301 outside salespeople linkedto wholesale companies located in different states ofBrazil. The results obtained from the survey supportedthe adequacy of the model, which presented good fitindexes. The relationship between Self-efficacy, Effortand Performance has been confirmed and proved tobe the main way that influences the performance ofthe salespeople. Both the academic and the managerialimplications of these tests are presented and discussedin this paper.