Article Title

Developing the buyer-friendly transportation salesperson: an empirical analysis of the most important seller traits and behaviors from the transportation buyer’s perspective

Authors

Charles E. Pettijohn, Southwest Missouri State University
R Stephen Parker, Southwest Missouri State University
John L. Kent, Southwest Missouri State University

Abstract

The research reported in this manuscript provides several insights regarding the specific behaviors and traits of transportation salespersons as sought by a sample of shippers. Shippers in both manufacturing and non-manufacturing industries were asked to evaluate the importance of 30 potential salesperson characteristics. Overall, dependability, ethical conduct, honesty, provision of regular service, and solution selling were ranked as the most important (“must have”) characteristics. In addition to the overall rankings, t-tests were used to compare the manufacturing and non-manufacturing groups and ANOVA tests were used to compare the responses of shippers which were grouped by number of contacts from salespersons.

Recommended Citation

Pettijohn, Charles E., Parker, R Stephen, Kent, John L. (2002). Developing the buyer-friendly transportation salesperson: an empirical analysis of the most important seller traits and behaviors from the transportation buyer’s perspective. Journal of Transportation Management, 13(2), 15-26. doi: 10.22237/jotm/1030838580

DOI

10.22237/jotm/1030838580