Handbook of Management Scales/Sales performance

Sales performance (alpha = 0.88/0.92) Items Contributing to your company's gaining significant market share. Generating a high level of sales. Quickly generating sales from the new product. Identifying major accounts and selling to them. Exceeding sales targets. Assisting your sales supervisor in achieving his/her objectives. Source Atuahene-Gima/Li (2002): When does trust matter? Antecedents and contingent effects of supervisee trust on performance in selling new products in China and the United States. Journal of Marketing, Vol. 66, No. 3, pp. 61-81. Previously used by Sujan et al. (1994).