Relations of Personal Traits, Sales Behaviors, and Sales Performance of Automobile Sales Personnel: The Case of An Auto Company
|關鍵字:||個人特質;業務流程;銷售表現;汽車產業;業務人員;personal traits;sales behaviors;sales performance;automobile industry;salespersons|
The study examines the relations of personal traits, sales behaviors and sales performance of salesperson. Questionnaires were sent to 120 salespersons of an automobile company located in central Taiwan. Sixty-five questionnaires provided data for analysis after excluding the imcomplete ones and those from the newly hired sales. The personal traits examined include locus of control, achievement orientation, self-confidence, positivism, and interpersonal understanding. The sales behaviors include new customer prospecting, selling-process behaviors and after-sales service. Sales performance comprises two parts: the attained personal reward (including monthly income and position ranking) and the achieved job performance (including sales volume and re-insurance volume and returned maintenance rate). The results from regression analyses show that self confidence and achievement orientation have positive effects on all three different sales behaviors and interpersonal understanding has positive effect only on the after-sales service. Greater positivism of the sales is associated with less manifestation of sales behaviors. Achievement orientation is the only personal trait that is associated with monthly income, sales position ranking, and re-insurance volume. Interpersonal understanding is negatively associated with sales position ranking. Sales behaviors are negatively related with re-insurance volume. Nevertheless, not all the personal traits are related with sales behaviors and sales performance. Unexpectedly, the results fail to confirm the commonly held belief—a positive relation between sales behaviors and sales perfromance. Future studies can be conducted to examine whether personal traits other than those examined in this study are associated with sales behaviors and sales performance. An issue needs further exploration is why a negative relation between sales behaviors and sales performance of automobile sales persons.
|Appears in Collections:||Thesis|