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Problem- and Emotion-Focused Coping Dimensions and Sales Presentation Effectiveness

University of Southwestern Louisiana

James R. Lumpkin

University of Southwestern Louisiana

The ability to cope effectively with job-related stress may be important if salespeople are to perform effectively. Therefore, the specific nature of the coping tactics used by salespeople to deal with job-related stress and the use of certain coping strategies associated with sales presentation effectiveness of salespeople were investigated. Data provided by salespeople from three organizations were used to assess the degree to which specific coping strategies were related to sales presentation effectiveness.

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