A Measure of Selling Skill: Scale Development and Validation
A Measure of Selling Skill: Scale Development and Validation
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销售技巧的衡量标准：量表开发和验证
DOI：
10.1080/08853134.2002.10754289
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发表时间：
2002
影响因子：
4.4
通讯作者：
R. Ladd
中科院分区：
文献类型：
--
作者：
Joseph O. Rentz;C. Shepherd;Armen Tashchian;P. A. Dabholkar;R. Ladd
销售技巧是通过学习熟练地完成销售工作所必需的任务。它们是销售业绩最重要的预测指标之一。然而，由于缺乏整体规模，对销售技巧的研究一直受到阻碍。为了解决这一缺陷，本文确定了一个由人际交往能力、销售技巧和技术技能三个组成部分组成的销售技巧模型。采用探索性和验证性因素分析，作者报告了销售技能量表的开发作为一个可靠和有效的工具。作者提出了未来研究的重点和该仪器的潜在用途。
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.
麦格劳·希尔
DOI：
--
发表时间：
2008
期刊：
影响因子：
--
作者：
K. Rinsaka;K. Shibata and T. Dohi;K.Nakade and M.Hiraiwa;H. Okamura;K. Rinsaka;S.-H. Shu and T. Dohi (eds.)
通讯作者：
S.-H. Shu and T. Dohi (eds.)