Insurance Companies’ Salesperson Lead Qualification Skills and Salesperson’s Performance: Mediating Role of Salesperson’s Adaptive Selling Behavior
Examining the role of salesperson adaptive selling behavior (SPASB) as a mediator in the relationship between salesperson lead qualification skills (SPLQS) and salesperson performance (SP) in Ugandan insurance firms was the main research objective. A positivistic, explanatory design, 346 salesperso...
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| Language: | English |
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Seisense
2024-04-01
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| Series: | SEISENSE Business Review |
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| Online Access: | https://journal.seisense.com/sbr/article/view/1017 |
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| author | Richard Mwesige Ronald Bonuke Claire Situma |
| author_facet | Richard Mwesige Ronald Bonuke Claire Situma |
| author_sort | Richard Mwesige |
| collection | DOAJ |
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Examining the role of salesperson adaptive selling behavior (SPASB) as a mediator in the relationship between salesperson lead qualification skills (SPLQS) and salesperson performance (SP) in Ugandan insurance firms was the main research objective. A positivistic, explanatory design, 346 salespersons from a population of 3278 licensed insurance firms using proportionate stratified and simple random sampling techniques was utilized. A self-administered questionnaire was utilized, and data were analyzed using SPSS version26 and Hayes Process Macro version 4.0. This study suggests that adaptive selling behavior plays a crucial role in connecting lead qualification skills to salesperson performance, giving significant results. Practical implications include the need for policymakers to implement a policy of rewarding and supporting adaptive salespeople and organizing professional conference dialogues to train salespersons in analyzing customer needs, categorizing, and qualifying leads. The empirical evidence in this study was that adaptive selling behavior is a mechanism through which lead qualification skills positively influence salesperson performance.
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| format | Article |
| id | doaj-art-b1bda098ee7d4f3eba1940355f78f741 |
| institution | OA Journals |
| issn | 2788-7561 |
| language | English |
| publishDate | 2024-04-01 |
| publisher | Seisense |
| record_format | Article |
| series | SEISENSE Business Review |
| spelling | doaj-art-b1bda098ee7d4f3eba1940355f78f7412025-08-20T01:57:20ZengSeisenseSEISENSE Business Review2788-75612024-04-014110.33215/tkjsnk96Insurance Companies’ Salesperson Lead Qualification Skills and Salesperson’s Performance: Mediating Role of Salesperson’s Adaptive Selling BehaviorRichard Mwesige0Ronald Bonuke1Claire Situma2Makerere University Business School, Kampala, UgandaMoi University, Eldoret, KenyaMoi University, Eldoret, Kenya Examining the role of salesperson adaptive selling behavior (SPASB) as a mediator in the relationship between salesperson lead qualification skills (SPLQS) and salesperson performance (SP) in Ugandan insurance firms was the main research objective. A positivistic, explanatory design, 346 salespersons from a population of 3278 licensed insurance firms using proportionate stratified and simple random sampling techniques was utilized. A self-administered questionnaire was utilized, and data were analyzed using SPSS version26 and Hayes Process Macro version 4.0. This study suggests that adaptive selling behavior plays a crucial role in connecting lead qualification skills to salesperson performance, giving significant results. Practical implications include the need for policymakers to implement a policy of rewarding and supporting adaptive salespeople and organizing professional conference dialogues to train salespersons in analyzing customer needs, categorizing, and qualifying leads. The empirical evidence in this study was that adaptive selling behavior is a mechanism through which lead qualification skills positively influence salesperson performance. https://journal.seisense.com/sbr/article/view/1017Salesperson PeformanceSalesperson Lead Qualification SkillsAdaptive Selling BehaviorUgandan Insurance Firms |
| spellingShingle | Richard Mwesige Ronald Bonuke Claire Situma Insurance Companies’ Salesperson Lead Qualification Skills and Salesperson’s Performance: Mediating Role of Salesperson’s Adaptive Selling Behavior SEISENSE Business Review Salesperson Peformance Salesperson Lead Qualification Skills Adaptive Selling Behavior Ugandan Insurance Firms |
| title | Insurance Companies’ Salesperson Lead Qualification Skills and Salesperson’s Performance: Mediating Role of Salesperson’s Adaptive Selling Behavior |
| title_full | Insurance Companies’ Salesperson Lead Qualification Skills and Salesperson’s Performance: Mediating Role of Salesperson’s Adaptive Selling Behavior |
| title_fullStr | Insurance Companies’ Salesperson Lead Qualification Skills and Salesperson’s Performance: Mediating Role of Salesperson’s Adaptive Selling Behavior |
| title_full_unstemmed | Insurance Companies’ Salesperson Lead Qualification Skills and Salesperson’s Performance: Mediating Role of Salesperson’s Adaptive Selling Behavior |
| title_short | Insurance Companies’ Salesperson Lead Qualification Skills and Salesperson’s Performance: Mediating Role of Salesperson’s Adaptive Selling Behavior |
| title_sort | insurance companies salesperson lead qualification skills and salesperson s performance mediating role of salesperson s adaptive selling behavior |
| topic | Salesperson Peformance Salesperson Lead Qualification Skills Adaptive Selling Behavior Ugandan Insurance Firms |
| url | https://journal.seisense.com/sbr/article/view/1017 |
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