The predictors of sales performance: a study with wholesale sellers

Paulo Henrique Donassolo, Celso Augusto de Matos


Understanding which factors influence sales
performance and how these factors vary in different
contexts is essential both for managers and for
researchers in the field of sales and marketing. Several
studies have sought to identify the factors that
exert most influence over the performance of
salespeople. The importance of these factors may
vary according to product type and the context in
which sales are made. This paper seeks to test a model
that consolidates a number of factors that influence
sales performance of salespeople. In order to achieve
these objectives, this paper addresses various models
validated in other sales contexts and selects one of these
to later test it by means of a descriptive study based on
a survey conducted with 301 outside salespeople linked
to wholesale companies located in different states of
Brazil. The results obtained from the survey supported
the adequacy of the model, which presented good fit
indexes. The relationship between Self-efficacy, Effort
and Performance has been confirmed and proved to
be the main way that influences the performance of
the salespeople. Both the academic and the managerial
implications of these tests are presented and discussed
in this paper.


Sales. Salespeople. Wholesale. Performance. Survey.


Article Metrics

Metrics Loading ...

Metrics powered by PLOS ALM

Av. da Liberdade, 532 - São Paulo - SP Brasil Cep. 01502-001 Tel. 55 11 3272-2340
 The RBGN adopts the Creative Commons licens CC-BY Creative Commons Attribution 4.0 

The RBGN has the financial support from Fundação Escola de Comércio Álvares Penteado - FECAP and development agencies Conselho Nacional de Desenvolvimento Científico e Tecnológico - CNPq and Coordenação de Aperfeiçoamento de Pessoal de Nível Superior – CAPES.

Desenvolvido por:

Logomarca da Lepidus Tecnologia