A Measure of Selling Skill: Scale Development and Validation

Selling skills are learned proficiency at performing tasks necessary for a sales job. They are among the most important predictors of sales performance. However, the research into selling skills has been hampered by the lack of an overall scale. To address this shortcoming the present paper identifi...

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Bibliographic Details
Published in:The Journal of personal selling & sales management 2002-01, Vol.22 (1), p.13-21
Main Authors: Rentz, Joseph O., Shepherd, C. David, Tashchian, Armen, Dabholkar, Pratibha A., Ladd, Robert T.
Format: Article
Language:English
Subjects:
Cognitive processes
Factor analysis
Knowledge
Listening comprehension
Marketing
Performance appraisal
Personal selling
Sale closings
Sales
Sales management
Sales personnel
Sales presentations
Salesmanship
Salespeople
Skills
Social skills
Statistical analysis
Studies
Variables
Citations: Items that cite this one
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Summary:Selling skills are learned proficiency at performing tasks necessary for a sales job. They are among the most important predictors of sales performance. However, the research into selling skills has been hampered by the lack of an overall scale. To address this shortcoming the present paper identifies a model of sales skills consisting of three components of interpersonal skills, salesmanship skills, and technical skills. Using exploratory and confirmatory factor analysis, the authors report the development of a Selling Skill scale as a reliable and valid instrument. The authors suggest priorities for future research and potential uses of this instrument.
ISSN:0885-3134
1557-7813
DOI:10.1080/08853134.2002.10754289