The impact of sales knowledge acquisition on adaptiveness: a scoping study

Purpose: This research investigates transformational learning as a mechanism for sales knowledge acquisition and its impact on adaptiveness.

Design/methodology/approach: The authors present a scoping study of the fields of sales training, sales-related knowledge, learning theories, and adaptiveness to propose a conceptual model for further empirical research.

Findings: A body of literature exists defining the impact of adaptiveness on sales performance. There is scarce research linking sales knowledge acquisition, its enabling learning mechanisms, and their impact on adaptiveness. The study proposes a conceptual framework that emphasizes contextual influences and their impact on knowledge acquisition. Further, the model proposes self-directed learning as a moderator on the relationship between sales-related knowledge and adaptiveness.

Originality/value: This scoping study enables the identification of key dimensions to better re-imagine knowledge acquisition programs in sales to improve competence development. In particular, programmes that emphasize self-directed learning for enhanced sales-person adaptiveness.