Over the last two decades studies have demonstrated the importance of goal orientations in the context of selling and … goal orientations, selling experience, adaptive selling and salesperson selling performance, we confirm the established … findings indicate that the effectiveness of learning orientation is contingent on selling experience and it affects performance …

selling outcomes is proposed. Existing empirical support for the proposed model is then assessed through a detailed review of … causal linkages implied by JD-R theory which have not been considered in previous research (e.g., new product selling demands …--> burnout--> outcomes), (2) proceeds from a more robust understanding of the factors relevant to new product selling situations …

Personal selling and personal sales professionals use a number of tools to develop customer relationships. Among these … review of the sales literature reveals that most research on personal selling tools tends to view the sales presentation as a …