This paper discusses four key challenges and related research questions that will be critical
to the future success of sales training in three major areas: content development, delivery …

Purpose This paper aims to examine the impact of customer perceptions about a
salesperson's combined use of adaptive selling (AS) and selling orientation (SO) on …

The concept of emotional intelligence has become popular as a consulting tool as theory
suggests that individuals who are high in emotional intelligence are likely to exhibit a higher …

The world of selling and sales management has changed dramatically in the past decade.
Sales organizations face amore complex work environment marked by increasing customer …

Purpose–This study aims at developing a model that captures the reality of complex
contemporary B2B selling processes. Design/methodology/approach–The grounded theory …

This article considers the theory-practice gap in professional sales. Scholars note a
discrepancy between scholarly knowledge and the practice of selling. We study three …

In this study, we examined the impact of emotional intelligence on sales performance. We
posited that the impact of emotional intelligence (EI) on sales performance was medi‑ated by …

Purpose This paper aims to assess the effect of adaptive selling behavior on customer
outcomes, mutual outcomes and salesperson outcomes. Design/methodology/approach The …

Purpose This paper examines the antecedents of adaptive selling behavior empirically from
the salespeople's, customers', and firms' perspectives. Design/methodology/approach …

Technological investment is a key driver of innovation and the evaluation of technology
potential is becoming increasingly important in this context. There is a range of approaches …