The present paper provides the theoretical foundation of an exploratory study currently undertaken in France. Sales managers and salespeople from different industries are going to participate in dyads providing fruitful feedback concerning the relevant constructs discussed above. The focus of this study will be to demonstrate the impact of various antecedents on sale force performance. The importance of learning orientation is a central key issue influencing the formation of salesperson’s goal orientation and the quality of sales manager-salespeople relationships. The mediating role of the absorptive capacity construct is of particular interest as it seems to influence both learning orientation and sales force performance. We expect that research findings will support the mentioned hypothesis in a way that useful conclusions can be extracted concerning the mechanisms that affect trust building and goal commitment and the impact these important variables have on sales force performance. The present framework will be pre-tested by a number of interviews with both members of the dyad.