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Article
A Measure of Selling Skill: Scale Development and Validation
Journal of Personal Selling & Sales Management (2002)
  • Joseph O. Rentz, University of Georgia
  • C. David Shepherd, Georgia Southern University
  • Armen Tashchian, Kennesaw State University
  • Pratibha A. Dabhokar, University of Tennessee
  • Robert T. Ladd, University of Georgia
Abstract

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.

Keywords
  • Selling skills,
  • Proficiency,
  • Sales performance,
  • Model of sales skills,
  • Interpersonal skills,
  • Salesmanship skills,
  • Technical skills
Publication Date
Winter 2002
Citation Information
Joseph O. Rentz, C. David Shepherd, Armen Tashchian, Pratibha A. Dabhokar, et al.. "A Measure of Selling Skill: Scale Development and Validation" Journal of Personal Selling & Sales Management Vol. 22 Iss. 1 (2002)
Available at: http://works.bepress.com/c_david_shepherd/26/