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 …

-centric selling behaviors in the interaction with Guanxi-a measure of the quality of customer-salesperson relationship. The study … examines two well-established constructs in the body of sales literature, namely customer orientation and Adaptive selling … sample of 204 salespeople in the Information service industry, the authors tested several hypotheses employing the structural …