Working Papers

Learning Orientation, Working Smart, and Effective Selling

Harish Sujan, Nirmalya Kumar, and Barton A. Weitzby

Jan 1, 1993

Explores the relationship between salespeople’s motivations and their selling behavior and effectiveness; argues that firms can benefit by doing more to foster a learning orientation in their salespeople.

This resource is not available online.

By using you agree to our use of cookies as identifiers and for other features of the site as described in our Privacy Policy.