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Salesmanship Skills in COVID-19 Times: Is There Any Impact on Sales Strategy Implementation and Performance?
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Author(s): Pedro Mendonça Silva (Centre for Social and Organizational Studies, Polytechnic Institute of Porto, Portugal), José Freitas Santos (Centre for Social and Organizational Studies, Polytechnic Institute of Porto, Portugal)and Victor Ferreira Moutinho (Research Center in Business Sciences, University of Beira Interior, Portugal)
Copyright: 2022
Pages: 15
Source title:
COVID-19 Pandemic Impact on New Economy Development and Societal Change
Source Author(s)/Editor(s): Cristina Raluca Gh. Popescu (University of Bucharest, Romania & The Bucharest University of Economic Studies, Romania & TheNational Institute for Research and Development in Environmental Protection (INCDPM), Romania& National Research and Development Institute for Gas Turbines (COMOTI), Romania)
DOI: 10.4018/978-1-6684-3374-4.ch013
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Abstract
The activities that depend on direct interaction with the customers were the most affected by COVID-19's restrictions. These include the activities developed by salespeople. This study aims to analyse the impact of salesmanship skills on sales strategy implementation and salesperson performance during the COVID-19 crisis. To achieve the research objective, the authors collected a set of data through a survey (n=517) to test a proposed conceptual model based on the literature. The findings of the study demonstrate that the salesmanship skills are an important resource in highly disruptive environments and impacts sales strategy implementation and salesperson performance. In addition, the study also reveals the important role of digital skills and intrinsic motivation during COVID-19 times. The results attained can be used as a guide to design an effective strategy for sales activities in adverse times.
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