Sales presentation skills and salesperson job performance

Purpose - The purpose of this article is to examine the relations between important sales presentation skills and salesperson job performance.Design methodology approach - Data on each construct in the model was gathered and the relations analyzed using LISREL software.Findings - Salesperson experience, and to a lesser degree training, underlie sales presentation skills. Salesperson skill at using adaptive selling techniques and closing are related with increased performance.Research limitations implications - Additional sales skills need to be considered and salespeople other than those in the B-B environment should be studied.Practical implications - Sales managers are urged to ensure their B-B salespeople develop their skills in adaptive communication and closing as one means to improve sales performance.Originality value - The findings highlight the importance of salesperson experience and training in developing the skills that contribute to sales performance.