Sales presentation skills and salesperson job performance

Purpose – The purpose of this article is to examine the relations between important sales presentation skills and salesperson job performance. Design/methodology/approach – Data on each construct in the model was gathered and the relations analyzed using LISREL software. Findings – Salesperson experience, and to a lesser degree training, underlie sales presentation skills. Salesperson skill at using adaptive selling techniques and closing are related with increased performance. Research limitations/implications – Additional sales skills need to be considered and salespeople other than those in the B‐B environment should be studied. Practical implications – Sales managers are urged to ensure their B‐B salespeople develop their skills in adaptive communication and closing as one means to improve sales performance. Originality/value – The findings highlight the importance of salesperson experience and training in developing the skills that contribute to sales performance.