Vertaisarvioitu alkuperäisartikkeli tai data-artikkeli tieteellisessä aikakauslehdessä (A1)
Purposeful practice as the key to superior sales performance: An exploratory analysis
Julkaisun tekijät: Taylor Anja, Jossberger Helen, Gruber Hans
Kustantaja: ROUTLEDGE JOURNALS, TAYLOR & FRANCIS LTD
Julkaisuvuosi: 2023
Journal: Journal of Marketing Theory and Practice
Tietokannassa oleva lehden nimi: JOURNAL OF MARKETING THEORY AND PRACTICE
Lehden akronyymi: J MARKET THEORY PRAC
Sivujen määrä: 17
ISSN: 1069-6679
eISSN: 1944-7175
DOI: http://dx.doi.org/10.1080/10696679.2022.2159838
Verkko-osoite: https://doi.org/10.1080/10696679.2022.2159838
Tiivistelmä
Although sales performance is well researched, relatively little is known about what salespeople actively do to improve and achieve superior reproducible performance. We extend existing research by examining purposeful practice, a core concept from expertise research, as a potential contribution to skill development in sales, a heretofore unexplored framework. The exploratory research sets out for a better understanding of purposeful sales practice and potential activities that successful professionals engage in for self-improvement using a sequential two-phase research approach. By comparing different expertise level groups, particular characteristics of expert performance are identified and can be used so less-skilled salespeople become better.
Although sales performance is well researched, relatively little is known about what salespeople actively do to improve and achieve superior reproducible performance. We extend existing research by examining purposeful practice, a core concept from expertise research, as a potential contribution to skill development in sales, a heretofore unexplored framework. The exploratory research sets out for a better understanding of purposeful sales practice and potential activities that successful professionals engage in for self-improvement using a sequential two-phase research approach. By comparing different expertise level groups, particular characteristics of expert performance are identified and can be used so less-skilled salespeople become better.
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