Abstract
ABSTRACT The successful marketing of services is often dependent upon the performance of salespeople. This manuscript reports the results of a survey of real estate salespeople for the purpose of examining two variables generally considered to be related to sales performance: working smart and working hard. The objective was to determine whether these variables are significantly related to sales performance and, if so, which one has a stronger relationship. Also, the variables are viewed from a gender perspective to evaluate whether men and women differ. The findings indicated that working smart did not have a statistically significant relationship with sales performance. Working hard was significantly related to performance and had a stronger relationship than working smart. There were no significant differences between men and women in how smart they worked, in how hard they worked, or in how well they performed.
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