An assessment of needed sales management skills

Academic Article


  • The skills required of sales managers are vitally important to the success of the firm's selling effortHowever, there has not been a recent review that identifies these needed skills. Based on a survey of sales executives from 145 companies, this research develops a taxonomy of key sales management skills. The perceived importance of these skills is reported based on the level of management, gender and the performance level of the firm. In addition to identifying the relative importance of the various sales management skills, they were found to group into three conceptual dimensions relating to interpersonal, technical and strategic skills. The results also indicate that significant differences in the perceived level of skill importance exist based on level of management, years managing salespeople, gender and on three dimensions of the respondent's firm performance. © 2014 Pi Sigma Epsilon National Educational Foundation.
  • Digital Object Identifier (doi)

    Author List

  • Powers TL; Jennings JC; DeCarlo TE
  • Start Page

  • 206
  • End Page

  • 222
  • Volume

  • 34
  • Issue

  • 3