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Based on a sample of 517 responses from salespeople of the retail real estate, the data were analysed using the Structural Equation Modelling and Generalized Logit Model. The results validate a conceptual model which shows that digital orientation has impact on the salespeople\u2019s skills and on the implementation of the sales strategy. Furthermore, it is revealed that the salespeople\u2019s skills influence the implementation of the sales strategy and that both constructs impact the sales performance. 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