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Impact of Sales Experience and Training on Sales Presentation Skills between Industrial Salespersons

Keywords: Active listening , adaptive selling , closing , handling objections , negotiating , prospecting

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The purpose of this article is to examine the relations between important sales presentation skills and salesperson job performance. Data on each construct in the model was gathered and the relations analyzed using LISREL software. More sales skills need to be considered and salespeople in other industry and also in other than those in the business to business environment should be studied. Finding shows that one of the salesperson characteristics, sales experience, underlies all the sales presentation skills and that the other, training, is associated with all the sales presentation skills with the exception of active listening skills. Sales managers are urged to ensure their business to business salespeople develop their skills in adaptive communication and closing as one means to improve sales performance.


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