Salespeople's innovativeness: a driver of sales performance

Augusty Tae Ferdinand, Wahyuningsih Wahyuningsih
2018 Management şi Marketing  
The purpose of this study is to develop a conceptual model for explaining the process of how salespeople's innovativeness leverages sales performance by introducing the organizational learning-based factors such as sales team tacit knowledge exchange, value-based selling capability, and a positive selling ambiance initiative in the selling process to enhance sales performance. The novelty of this study is its construction of a conceptual model that adopts the organizational learning framework
more » ... earning framework both in cultivating the organizational memory of salespeople working in a sales organization and in processing organizational memory for leveraging capabilities that lead to better sales performance. The acceptance of the proposed hypotheses demonstrated the importance of organizational learning-based factors in supporting the success of salespeople in the consumer product market.
doi:10.2478/mmcks-2018-0016 fatcat:dieaozcmpvfflnnvim2m575tge