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http://dx.doi.org/10.13067/JKIECS.2012.7.6.1545

A Study on the Determinants of the Salespeople's Sales Performance  

Kim, Kyu-Dong (을지대학교 의료IT마케팅학과)
Kim, Jeung-Lae (을지대학교 의료공학과)
Lee, Woo-Cheol (을지대학교 의료공학과)
Publication Information
The Journal of the Korea institute of electronic communication sciences / v.7, no.6, 2012 , pp. 1545-1553 More about this Journal
Abstract
Good salespeople are the deciding factors in the success of an organization. In particular, the role of the salesperson takes on a more important role. Accordingly, the first purpose of this study is to understand the personal values of salespeople; secondly, to study the explanation personal values, adaptability, and customer orientation have on salesperson's performance. The third purpose is to understand the structural link among each of the explanatory factors related to salesperson performance. Lastly, with these research results as a foundation, to find the implications regarding management strategy plans of valuable salespeople for marketing researchers and sales managers.
Keywords
personal value; working hard; adaptability; customer orientation; sales performance;
Citations & Related Records
Times Cited By KSCI : 2  (Citation Analysis)
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