Purpose – This study aims to develop and test a model of relationship selling management. It seeks to examine the impact of leadership quality and relationship selling, as antecedents of salespeople's relational behaviours, on sales effectiveness. Design/methodology/approach – Starting from...

Purpose – This paper's aim is to provide an empirical test of the assumption that coaching impacts salespeople's attitudes and behaviors under various contingencies. Design/methodology/approach – The paper uses the survey responses of 2,532 salespeople and regression analyses. Findings –...