Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels

This study sets out to assess the effects of sales-related capabilities personal selling organizations on individual sales capabilities, behaviors, and performance in cosmetics channels. Data are collected from 151 salespeople, their organizations, visiting customers (151) South Korea. The proposed hypotheses tested through structural equation modelling technique. finds that both types (salesforce management capabilities) have significant positive respectively. Further, capability salespeople has a stronger impact customer-oriented behavior than selling-oriented behavior. Similarly, negative effect customer satisfaction while effect. further effect, no statistically performance. relationship length, finds, moderates between satisfaction. offers practical theoretical insights into understanding nuances how they affect behaviors results also crucial consequences for as can help managers design strategies develop culture focuses building enhancing firm salesforce. present demonstrates organization influence salesperson these could engender