The Predictors of Sales Performance: a study with wholesale sellers

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.