共查询到20条相似文献，搜索用时 46 毫秒
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《现代营销(创富信息版)》2021,(1)
随着互联网5G+时代的到来,依旧处于以知识输出式的大部分的销售人员销售成交率低;而反观小部分销售人员根据消费者状况实时反应,迅速调整销售策略,大幅度地提高了交易成功率。因此情商在销售人员身上体现得尤其重要,也成为了企业选择销售人员的基础指标。本研究以感知顾客亲社会行为为调节变量,构建了销售人员的情商、顾客导向和销售绩效之间关系的概念模型,收集211份问卷进行调查,通过SPSS分析表明:顾客导向在销售人员情商和销售绩效之间起到了中介效应;感知顾客亲社会行为在销售人员的情商与顾客导向之间起到调节作用。 相似文献
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随着市场经济的迅速发展和市场机制的不断完善,企业间的竞争日趋激烈,越来越多的企业认识到改善经营管理对企业应对竞争具有重要意义。管理的核心是对人的管理,销售人员在企业经营中担负着重要作用,对销售人员进行绩效管理是企业一直探索的课题。通过建立绩效管理体系,能够激励和约束销售人员的行为,促使其努力工作,提高其积极性和主动性,促进企业经营目标的实现。 相似文献
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销售绩效相关影响因素的实证研究 总被引：1，自引：0，他引：1
作为企业与顾客之间纽带的销售人员的绩效会直接影响企业的生存与发展。然而,当前国内对于销售人员绩效的影响因素的系统研究尚属凤毛麟角。文章基于国外20多年的相关研究成果,通过文献研究、实地调研和实证研究相结合的方法,揭示出影响我国销售人员绩效的相关影响因素及其作用机制。研究表明:销售人员行为绩效和销售区域设计满意度对销售绩效有显著影响;报酬制度和销售控制体系对销售绩效有显著影响。其中,组织承诺在报酬制度、销售控制体系与销售绩效的关系中起到媒介作用。 相似文献
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《中国商贸:销售与市场营销培训》2015,(29)
本文在阐述国内外人格特质和绩效相关理论的基础上,并引入环境变量工作年限,针对汽车4s店对汽车销售员人格特质和绩效作了比较深入的探讨。本次研究的主要问题有:(1)工作年限与汽车销售人员工作绩效的相关程度问题;(2)高工作绩效销售人员和一般工作绩效销售人员的人格特质差异问题;(3)人格特质各个维度与工作绩效之间的关系问题,即如何利用人格特质各个维度上的得分来预测汽车销售人员的工作绩效。 相似文献
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基于目标设定理论,构建了一个被中介的调节作用模型,探讨正式控制(包括结果控制和行为控制)对销售人员绩效的影响。实证结果表明：结果控制、行为控制分别与销售绩效显著正相关;结果控制与行为控制对销售绩效有交互的影响效应,结果控制与行为控制较强时,销售绩效更高;销售人员的顾客导向行为对上述交互效应与销售绩效的关系起部分中介作用。本研究的结论说明销售管理者需要通过结果控制为下属设置目标,配合使用行为控制提供反馈,从而激发销售人员迎合顾客需求的销售行为,提升其销售绩效。 相似文献
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我国在钢铁行业有着多年的经验,国家也在钢铁行业出台很多政策,钢铁企业也迅猛发展,但由于近年来内部需求下降并且出口幅度下降,钢铁行业日渐衰退,在如此严峻的形势下,钢铁行业必须构建合理有效的销售体系,顺应时代的发展,在严峻的局势下站稳脚步,为自己的企业带来更大的经济效益,本文通过分析钢铁行业的销售体系,透析其与销售绩效的关系,为钢铁行业展现合理的销售体系。 相似文献
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《商对商营销杂志》2013,20(4):49-72
ABSTRACT With increasing emphasis on relationship selling, a bond is often formed between the salesperson and each customer. When a salesperson leaves to work for a competitor, customers may follow. Small companies are particularly vulnerable since they lack the resources necessary for many sales force retention strategies. The suggestion is made that such companies can implement “bridging strategies,” company-level relationship strategies designed to supplement the relationship between the sales rep and the customer, with the distinct objective of retaining customers following salesperson defection. Using the three levels of relationship marketing described by Berry and Parasuraman (1991), specific bridging strategies are identified and analyzed. The pharmaceutical industry is discussed as an example. 相似文献
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本文在回顾渠道权力理论相关文献的基础上,深入分析我国家具业内销渠道网络建设受阻的原因,并有针对性地提出了家具业内销网络建设的一般路径。本文的研究将为我国家具企业争取渠道权力、正确处理供销关系进而拓宽内销渠道网络、打开国内市场提供理论依据。希望对正徘徊在国门内外的家具企业有一定的启发,对于其他出口转内销的产业也同样能起到某种程度上的借鉴作用。 相似文献
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ABSTRACTPurpose: In order to explore the multiplicative interaction between clustering and reach, as well as their effect on members’ knowledge production and patent value, the authors researched university–industry collaboration networks in the emerging interdisciplinary field at a corporate level.Methodology: The authors based their research on a platform of nano-biopharmaceuticals complex network analysis. Furthermore, they built a network to analyze the influence of small-world properties, as well as the impact of the largest component on the patent value of innovation activities at a corporate level. In this article, the authors conduct an empirical investigation of university–industry patent innovation collaboration in the nano-biopharmaceutical field and propose that their research be considered as new evidence in addition to the previously published literature in this field. Given the pre-existing high skew of patent values in relation to registered patents, they used weighted patent value in the measurement of university–industry innovation performance, rather than simple patent counts.Results: The results show that small-world structures have a parabolical influence on patent innovation performance at corporate level.Findings: The findings go beyond previous research results and can contribute to policy formulation and relevant entrepreneurial decisions in the establishment of university–industry collaboration. 相似文献
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Purpose: With increased numbers of business to business (B to B) firms hiring professional sales students, it is important that both sales educators and sales managers understand entertainment’s influence and its potential consequences in the professional sales environment. This study examines the perceived role entertainment plays in today’s sales process and the importance of integrating entertainment topics into sales education and sales training. The purpose of this study is to update the sales entertainment literature, record its current importance in the age of sales systemization, and propose entertainment strategies and guidelines that can be shared in both corporate sales training programs and university professional sales curricula.
Methodology/approach: Partial least squares (PLS) methodology (SmartPLS 2.0) was used to examine the model and assess the relationships between the constructs and their indicators. Data was first gathered via online and in person surveys distributed to a total of 59 sales executives. To determine whether there were significant differences between path coefficients, PLS multi-group analysis was used (PLS-MGA) to compare sales practitioners’ response to sale educators and sales students. This method was used because conducting pair-wise group comparisons can result in family-wise error.
Findings: Results indicate significant positive relationships exist between entertainment orientation, internal bonding activities, and sales performance. The results confirm the path coefficients for the 3 groups, sales practitioners, sales educators, and sales students, did not differ significantly. Therefore, all groups rated external entertainment as being important to achieve sales performance and internally for bonding with co-workers.
Originality/value/contribution: The responses of B to B sales professionals, sales educators, and sales students are compared regarding their perception of entertainment in developing and managing sales relationships. Based upon the findings, sales professionals are provided with insight about the perceived role entertainment plays
in today’s selling environment and offered recommendations for collegiate classrooms and corporate on-boarding sessions that improve the knowledge of and ability to successfully manage entertainment of internal and external customers. 相似文献
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Rajagopal 《Journal of Promotion Management》2013,19(4):445-466
This article attempts to analyze behavioral drivers which influence consumers’ leisure shopping behavior and measure customer value through empirical investigation in Mexico. The study reveals that outsourced salespeople significantly stimulate customer interest toward buying products and trigger shopping arousal. Product attractiveness and pre-purchase arousal generated by the sales promoters influences consumer buying decisions. The study reveals that pre-purchase arousal is felt by the consumers through product advertisements, inter-personal communications, and product simulations provided by the sales promoters. Consumers experience post-purchase arousal as an extended benefit associated with purchase of the product. 相似文献
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Kun-Hsi Liao 《商对商营销杂志》2013,20(4):277-291
ABSTRACTPurpose: This work addresses the mixed findings in relationship marketing studies regarding the importance of traditional culture-level (i.e., interpersonal) relationships on service firm outcomes.Methodology/approach: This article leverages customer relationship marketing (CRM) theory to advance a framework for understanding the causal relationship between the Chinese cultural worldview and relationship marketing in order to better predict firm performance.Findings: The author suggests that five major Chinese cultural characteristics—iren-qing, wa-pao, mianzi, chaxu-geju, and collectivism—can qualify the business-to-business (B-to-B) relationship building process and impact the effectiveness of interpersonal and/or group relationships on service firm outcomes.Research implications: The study’s framework suggests that Chinese cultural characteristics, universal concepts manifest in the activities of Chinese society and organizations, have a positive effect on customer relationship marketing. Chinese culture characteristics can be used to generate excellent relationships with customers and thus create a consumer preference for certain companies and drive service marketing repurchase.Originality/value/contribution: This study’s theoretical framework (a) distinguishes between Chinese cultural characteristic and relationship marketing relationships; (b) suggests that Chinese cultural characteristics and customer relationship marketing have a positive and substantial effect on service firm performance and that Chinese cultural characteristics are related to customer relationship marketing in their effect on service firm performance; and (c) provides managerially relevant guidelines for strategic sales planning. 相似文献
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