A Study on the Relationship between Salesperson Competencies and PerformanceA Study on the Relationship between Salesperson Competencies and Performance-The case of company M
| Autor: | Ching-Nu Lin, 林靜女 |
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| Rok vydání: | 2007 |
| Druh dokumentu: | 學位論文 ; thesis |
| Popis: | 95 Excellent sales people are unquestionably the critical success factor for every company. Even the company can develop the best product and own the best position, it is very difficult to stand out from the dynamic and changing environment and create the product value in the market without competent sales people and sales operation. Therefore, sales personnel play a very important role in the company. The study is aiming at the Sales representative of a subsidiary of Multination Corporation in Taiwan. The sales people are investigated how and what critical competencies lead to performance. The major business performance indicators are: individual annual contribution, the rate of sales achievement and growth. It also explores business performance of sales person need deferent competencies whether that service different industries and service different target customer. The result is found that there are 8 of M Company''s existing 18 sales competency categories could be as the key indicators to predict sales performance. Which are " Customer Orientation", "Communication Skills", "Achieving Results", "A Dealing with Ambiguity"," Business Acumen"," Channel Partner Effectiveness", " Customer Knowledge "and " End User Effectiveness”. The critical competencies of sales person whether who service different industries and service different target customer could lead to difference performance results. |
| Databáze: | Networked Digital Library of Theses & Dissertations |
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