• Title/Summary/Keyword: 영업관리

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The Study on the Influence Salesperson's Human Network and Knowledge in Its Performance (대면채널사원 인적네트워크 및 지식수준이 영업성과에 미치는 영향에 관한 연구)

  • Kim, Chang Ki;Lee, Bo Young
    • Asia-Pacific Journal of Business Venturing and Entrepreneurship
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    • v.11 no.3
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    • pp.177-187
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    • 2016

  • The purpose of this study is to look into the influence of salesperson's human networking and knowledge on its job in an insurance company in its performances and to suggest how to effectively manage and develop salespersons. For this study, 305 salespersons participated in a questionnaire survey and we used T-TEST to analyze the data. The results are as follows. Its performance is positively influenced by salesperson's networking and knowledge on its job. In term of moderating effect on the attitude for its job, making efforts to organize networking was rejected, however the attitude for retaining their networking positively affected to the performance. As a result, the higher the level of salesperson's knowledge and networking is the higher its performance. To increase competitiveness, an insurance company has a strategy for the support to organize networking and the training of salespersons to become high performers.

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