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John Edwards

  • Title: Mr
  • Position: PhD Student - Department of Marketing and Management

Student information

  • Principal supervisor: Prof Gregory Elliott
  • Associate supervisor: Prof Scott Koslow
  • Date of submission: 01/01/2000
  • Thesis title: Do you know or can you predict successful B2B sales performers? An exploratory study from Australia
  • Abstract: The importance of effective and high-performing salespeople is well acknowledged by companies operating in business-to-business (B2B) markets. The salesperson is responsible for creating demand for an organisation’s products and services, resulting in revenue; the life-blood of a firm. It is therefore important to possess an informed view on the determinants of sales performance of these B2B sales professionals. This study focuses on B2B salespersons' performance using data from a major Australian telecommunication company. Using existing secondary data on salespersons' characteristics and performance, and based on the seminal Churchill (1985) sales performance model, regression-based analysis will be employed to estimate how well does these data can predict individual sales performance.