{"id":"https://openalex.org/W7214569841","doi":"https://doi.org/10.61801/ouaess.2026.1.74","title":"What Makes Sales Professionals Successful: An Analysis of Essential Skills and Attributes","display_name":"What Makes Sales Professionals Successful: An Analysis of Essential Skills and Attributes","publication_year":2026,"publication_date":"2026-08-31","ids":{"openalex":"https://openalex.org/W7214569841","doi":"https://doi.org/10.61801/ouaess.2026.1.74"},"language":"en","primary_location":{"id":"doi:10.61801/ouaess.2026.1.74","doi":"https://doi.org/10.61801/ouaess.2026.1.74","is_oa":true,"landing_page_url":"https://doi.org/10.61801/ouaess.2026.1.74","pdf_url":"https://doi.org/10.61801/ouaess.2026.1.74","source":{"id":"https://openalex.org/S2737023843","display_name":"Ovidius University Annals Economic Sciences Series","issn_l":"2393-3119","issn":["2393-3119","2393-3127"],"is_oa":true,"is_in_doaj":true,"is_core":false,"listed_in":["doaj"],"host_organization":"https://openalex.org/P4310314530","host_organization_name":"Ovidius University Press","host_organization_lineage":["https://openalex.org/P4310314530"],"host_organization_lineage_names":["Ovidius University Press"],"type":"journal"},"license":"cc-by-nc-sa","license_id":"https://openalex.org/licenses/cc-by-nc-sa","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Ovidius University Annals. Economic Sciences Series","raw_type":"journal-article"},"volume":null,"type":"article","is_traditional":true,"indexed_in":["crossref","doaj"],"open_access":{"is_oa":true,"oa_status":"diamond","oa_url":"https://doi.org/10.61801/ouaess.2026.1.74","any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5029729097","display_name":"\u0218erban Com\u0103nescu Adrian","orcid":"https://orcid.org/0009-0001-1432-8109","observed_orcids":["https://orcid.org/0009-0001-1432-8109","https://orcid.org/0009-0009-2245-586X"]},"institutions":[{"id":"https://openalex.org/I155936010","display_name":"Ovidius University","ror":"https://ror.org/050ccpd76","country_code":"RO","type":"education","lineage":["https://openalex.org/I155936010"]}],"countries":["RO"],"is_corresponding":false,"raw_author_name":"Adrian \u0218erban-Com\u0103nescu","raw_affiliation_strings":["Ovidius\" University of Constanta , Faculty of Economic Sciences , Romania"],"raw_orcid":"https://orcid.org/0009-0001-1432-8109","affiliations":[{"raw_affiliation_string":"Ovidius\" University of Constanta , Faculty of Economic Sciences , Romania","institution_ids":["https://openalex.org/I155936010"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5038004734","display_name":"Corina Aurora Barbu","orcid":"https://orcid.org/0009-0002-3551-8048","observed_orcids":["https://orcid.org/0009-0002-3551-8048"]},"institutions":[{"id":"https://openalex.org/I155936010","display_name":"Ovidius University","ror":"https://ror.org/050ccpd76","country_code":"RO","type":"education","lineage":["https://openalex.org/I155936010"]}],"countries":["RO"],"is_corresponding":false,"raw_author_name":"Corina Aurora Barbu","raw_affiliation_strings":["Ovidius\" University of Constanta , Faculty of Economic Sciences , Romania"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Ovidius\" University of Constanta , Faculty of Economic Sciences , Romania","institution_ids":["https://openalex.org/I155936010"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5153154695","display_name":"Alexandra Popa","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I155936010","display_name":"Ovidius University","ror":"https://ror.org/050ccpd76","country_code":"RO","type":"education","lineage":["https://openalex.org/I155936010"]}],"countries":["RO"],"is_corresponding":false,"raw_author_name":"Alexandra Popa","raw_affiliation_strings":["Ovidius\" University of Constanta , Faculty of Economic Sciences , Romania"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Ovidius\" University of Constanta , Faculty of Economic Sciences , Romania","institution_ids":["https://openalex.org/I155936010"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":1,"corresponding_author_ids":[],"corresponding_institution_ids":["https://openalex.org/I155936010"],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":true,"cited_by_count":0,"citation_normalized_percentile":{"value":0.0,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":null,"biblio":{"volume":"26","issue":"1","first_page":"623","last_page":"626"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10609","display_name":"Digital Marketing and Social Media","score":0.46560001373291016,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10609","display_name":"Digital Marketing and Social Media","score":0.46560001373291016,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11543","display_name":"Employee Performance and Motivation","score":0.16660000383853912,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T13355","display_name":"Marketing and Advertising Strategies","score":0.14149999618530273,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/salespeople","display_name":"salespeople","score":0.921999990940094},{"id":"https://openalex.org/keywords/sales-success-factors","display_name":"sales success factors","score":0.8199999928474426},{"id":"https://openalex.org/keywords/sales-skills","display_name":"sales skills","score":0.640999972820282},{"id":"https://openalex.org/keywords/direct-sales","display_name":"direct sales","score":0.8999999761581421},{"id":"https://openalex.org/keywords/online-sales","display_name":"online sales","score":0.9160000085830688},{"id":"https://openalex.org/keywords/digital-marketing","display_name":"digital marketing","score":0.9490000009536743},{"id":"https://openalex.org/keywords/online-presence","display_name":"online presence","score":0.8090000152587891},{"id":"https://openalex.org/keywords/consumer-trust","display_name":"consumer trust","score":0.9480000138282776},{"id":"https://openalex.org/keywords/artificial-intelligence-in-sales","display_name":"artificial intelligence in sales","score":0.8730000257492065}],"concepts":[{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.6299999952316284},{"id":"https://openalex.org/C139749660","wikidata":"https://www.wikidata.org/wiki/Q5657855","display_name":"Sales management","level":2,"score":0.6208000183105469},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.6201000213623047},{"id":"https://openalex.org/C2780224610","wikidata":"https://www.wikidata.org/wiki/Q1530061","display_name":"Credibility","level":2,"score":0.5564000010490417},{"id":"https://openalex.org/C177264268","wikidata":"https://www.wikidata.org/wiki/Q1514741","display_name":"Set (abstract data type)","level":2,"score":0.525600016117096},{"id":"https://openalex.org/C56739046","wikidata":"https://www.wikidata.org/wiki/Q192060","display_name":"Knowledge management","level":1,"score":0.34220001101493835},{"id":"https://openalex.org/C2985250679","wikidata":"https://www.wikidata.org/wiki/Q984142","display_name":"Customer experience","level":2,"score":0.32910001277923584},{"id":"https://openalex.org/C2992111769","wikidata":"https://www.wikidata.org/wiki/Q7404316","display_name":"Sales force","level":2,"score":0.3073999881744385},{"id":"https://openalex.org/C78597825","wikidata":"https://www.wikidata.org/wiki/Q484847","display_name":"E-commerce","level":2,"score":0.30640000104904175},{"id":"https://openalex.org/C98495876","wikidata":"https://www.wikidata.org/wiki/Q1323528","display_name":"Digital marketing","level":2,"score":0.3043999969959259},{"id":"https://openalex.org/C116834253","wikidata":"https://www.wikidata.org/wiki/Q2039217","display_name":"Identification (biology)","level":2,"score":0.2969000041484833},{"id":"https://openalex.org/C2775924081","wikidata":"https://www.wikidata.org/wiki/Q55608371","display_name":"Control (management)","level":2,"score":0.2937999963760376},{"id":"https://openalex.org/C2984334869","wikidata":"https://www.wikidata.org/wiki/Q1060653","display_name":"Customer service","level":3,"score":0.2906999886035919},{"id":"https://openalex.org/C2776473512","wikidata":"https://www.wikidata.org/wiki/Q962382","display_name":"Direct selling","level":2,"score":0.28850001096725464},{"id":"https://openalex.org/C98825075","wikidata":"https://www.wikidata.org/wiki/Q485643","display_name":"Customer relationship management","level":2,"score":0.2775999903678894},{"id":"https://openalex.org/C126082660","wikidata":"https://www.wikidata.org/wiki/Q4252370","display_name":"Digital transformation","level":2,"score":0.2694000005722046},{"id":"https://openalex.org/C2781083359","wikidata":"https://www.wikidata.org/wiki/Q2793360","display_name":"Personal selling","level":4,"score":0.2669000029563904},{"id":"https://openalex.org/C2986873142","wikidata":"https://www.wikidata.org/wiki/Q734253","display_name":"Online business","level":3,"score":0.25999999046325684}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.61801/ouaess.2026.1.74","doi":"https://doi.org/10.61801/ouaess.2026.1.74","is_oa":true,"landing_page_url":"https://doi.org/10.61801/ouaess.2026.1.74","pdf_url":"https://doi.org/10.61801/ouaess.2026.1.74","source":{"id":"https://openalex.org/S2737023843","display_name":"Ovidius University Annals Economic Sciences Series","issn_l":"2393-3119","issn":["2393-3119","2393-3127"],"is_oa":true,"is_in_doaj":true,"is_core":false,"listed_in":["doaj"],"host_organization":"https://openalex.org/P4310314530","host_organization_name":"Ovidius University Press","host_organization_lineage":["https://openalex.org/P4310314530"],"host_organization_lineage_names":["Ovidius University Press"],"type":"journal"},"license":"cc-by-nc-sa","license_id":"https://openalex.org/licenses/cc-by-nc-sa","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Ovidius University Annals. Economic Sciences Series","raw_type":"journal-article"},{"id":"pmh:oai:doaj.org/article:e4f9216a1c0d43abaea95ff8c491afe0","doi":null,"is_oa":false,"landing_page_url":"https://doaj.org/article/e4f9216a1c0d43abaea95ff8c491afe0","pdf_url":null,"source":{"id":"https://openalex.org/S4306401280","display_name":"DOAJ (DOAJ: Directory of Open Access Journals)","issn_l":null,"issn":null,"is_oa":false,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":null,"host_organization_name":null,"host_organization_lineage":[],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"submittedVersion","is_accepted":false,"is_published":false,"raw_source_name":"Ovidius University Annals: Economic Sciences Series, Vol XXVI, Iss 1, Pp 623-626 (2026)","raw_type":"article"}],"best_oa_location":{"id":"doi:10.61801/ouaess.2026.1.74","doi":"https://doi.org/10.61801/ouaess.2026.1.74","is_oa":true,"landing_page_url":"https://doi.org/10.61801/ouaess.2026.1.74","pdf_url":"https://doi.org/10.61801/ouaess.2026.1.74","source":{"id":"https://openalex.org/S2737023843","display_name":"Ovidius University Annals Economic Sciences Series","issn_l":"2393-3119","issn":["2393-3119","2393-3127"],"is_oa":true,"is_in_doaj":true,"is_core":false,"listed_in":["doaj"],"host_organization":"https://openalex.org/P4310314530","host_organization_name":"Ovidius University Press","host_organization_lineage":["https://openalex.org/P4310314530"],"host_organization_lineage_names":["Ovidius University Press"],"type":"journal"},"license":"cc-by-nc-sa","license_id":"https://openalex.org/licenses/cc-by-nc-sa","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Ovidius University Annals. Economic Sciences Series","raw_type":"journal-article"},"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":true,"grobid_xml":true},"content_urls":{"pdf":"https://content.openalex.org/works/W7214569841.pdf","grobid_xml":"https://content.openalex.org/works/W7214569841.grobid-xml"},"referenced_works_count":0,"referenced_works":[],"related_works":["https://openalex.org/W2914907363","https://openalex.org/W4295163470","https://openalex.org/W4377158171","https://openalex.org/W4410116843","https://openalex.org/W4392263414","https://openalex.org/W2979972597","https://openalex.org/W4405888730","https://openalex.org/W7160026164","https://openalex.org/W7167349200","https://openalex.org/W6982443407"],"abstract_inverted_index":{"Nowadays,":[0],"direct":[1,33,109],"selling":[2,34],"is":[3,25,95],"overshadowed":[4],"by":[5,46],"the":[6,29,36,43,47,87,99],"success":[7,60],"of":[8,42,61,70,101,126],"online":[9,37,40],"sales":[10,19,63,129],"and":[11,16,55,78],"digital":[12,88],"marketing":[13],"strategies.":[14],"Well-established":[15],"highly":[17],"respected":[18],"professionals":[20],"have":[21,82],"realized":[22],"that":[23,139],"it":[24,94],"necessary":[26],"to":[27,35,76,97],"make":[28],"transition":[30],"from":[31,143],"traditional":[32],"environment.":[38],"The":[39,59,124],"presence":[41],"company":[44],"represented":[45],"salesperson":[48],"has":[49],"become":[50],"essential":[51],"for":[52],"enhancing":[53],"credibility":[54],"building":[56],"customer":[57],"trust.":[58],"a":[62,67,116,121,127],"professional":[64],"depends":[65],"on":[66],"complex":[68],"set":[69],"factors,":[71],"which":[72,131],"this":[73,105,135],"paper":[74],"aims":[75],"identify":[77],"analyze.":[79],"These":[80],"factors":[81],"undergone":[83],"profound":[84],"changes":[85],"in":[86,104,108,134],"era.":[89],"Last":[90],"but":[91],"not":[92],"least,":[93],"important":[96],"address":[98],"role":[100],"artificial":[102],"intelligence":[103],"context,":[106],"which,":[107],"selling,":[110],"should":[111],"be":[112],"regarded":[113],"either":[114],"as":[115,120],"support":[117],"tool":[118],"or":[119,148],"potential":[122],"obstacle.":[123],"qualities":[125],"successful":[128],"professional,":[130],"are":[132,137],"discussed":[133],"paper,":[136],"those":[138],"can":[140],"differentiate":[141],"them":[142],"their":[144],"competitors,":[145],"whether":[146],"human":[147],"artificial.":[149]},"counts_by_year":[],"updated_date":"2026-10-26T11:51:55.731654","created_date":"2026-09-28T00:00:00"}
