The Influence of Critical Success Factors on B2B Sales Performance and the Mediating Role of Social Intelligence

Samet AYDIN, Erdogan Koc, Nihat Kaya

Abstract


In this study; the characteristics of sales representatives related to their sales performance such as learning orientation, customer orientation, intrinsic motivation, hardworking and technical expertise were defined as “Critical Success Factors in Selling” and the mediating role of social intelligence between these and sales performance were investigated. Data collected from 376 sales representatives from 125 different companies showed that social intelligence has strong influence over sales performance and plays a mediating role between critical success factors in selling and sales performance.


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DOI: https://doi.org/10.5296/bms.v8i2.11563

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