Systems-Sawy Selling: A Quantitative Study to Uncover Predictors of B2B Sales Performance

摘要

What knowledge-based factors and creative behaviors influence the B2B salesperson's ability to promote internal knowledge brokering and thereby sales performance? We use a sample of 387 B2B salespeople across diverse markets and industries. The study employed validated measures and was modified to detail and elicit the B2B salesperson perspective specifically. All constructs were reflective and utilized (in some instances adapted) a 5-point Likert-type scale with responses ranging from "1= strongly disagree" to "5 = strongly agree." The survey instrument consisted of 83 items: 72 were adapted from existing validated scales; 9 were demographics.