銷售人員效力的決定因素【外文翻譯】

1、原文：原文：SomedeterminantsofsalesfceeffectivenessPedroCanalesTheeticalfoundationshypothesesdevelopmentTheeffectivenessofasalesganisationmaybedefinedasanoverallevaluationoftheresultsobtainedeitherbytheganisationasawholebyagro

2、upofsalespeopleprovidingtheirownindividualachievements(Churchilletal.19932000).Suchevaluationisdonethroughtheuseofcertainfinancialindicatssuchasmarketsharethecontributiontobenefit(Jacksonetal.1995Ingrametal.2001).Togethe

3、rwiththesefinancialindicatsthereareothereffectivenessindicatsrelatedtofieldsalesmanagersatisfactionfexamplegainingnewclients.Thiseffectivenessissubjecttomanyinfluencesbothinternal(fexamplemanagersthemselvessalespeople)ex

4、ternal(fexamplethesalespeople’swkingenvironment).Thuseffectivenessmakesreferencetosomeindicatoftheresultfwhichthesalespersonispartiallyresponsiblewhichisinfluencedbyaseriesoffactsnotsubjecttohishercontrolcallednonpersona

5、lfactsganisationalenvironmentalvariables.MespecificallyinaccdancewithCravensetal.(1992)Babakusetal.(1996)GrantCravens(1999)Baldaufetal.(2001ab)Piercyetal.(2001)Romanetal.(2002)Futrell(2003)existingliteratureonthesubjecth

6、astraditionallyidentifiedaspectsrelatedtothecontrolofthesalesfceprofessionalismtheperfmanceofthesalesperson’sbehaviourindividualperfmanceaskeyaspectsfdeterminingeffectiveness.Theseconceptsareanalysedbelow.Asindicatedbyer

7、sonOliver(1987)thecontrolofthesalesfcemaybedefinedasthedegreeofmonitingevaluationrewardthatthoseingeofthecontrolexertonsalespeoplesothatthelatterdeveloptheirtasksresponsibilitiesconsequentlythecompany’sobjectivesareachie

8、ved(Jawski1988Jawskietal.1993).Thesalesmanagementmaychoosebetweentwoopposedbutcomplementarysystemsindertoimplementthecontroltasksbehaviourcontrolgreatereffttobehaviourcontrolrelatedtasks.Fexamplethefieldsalesmanagersofth

9、emosteffectiveteamshighlightedsalespeopletrainingasatoolfdevelopingalltheirpotential.AdditionallyBaldaufetal.(2001a)wereabletoproveapositiverelationbetweensalespeoplecontrolledbymeansofsystemsbasedonbehaviourhighereffect

10、ivenesslevels.Therefethefollowingresearchhypothesisisproposed:H1.Thegreaterthecontrolofsalespeople’sbehaviourthegreaterthelevelofsalesfceeffectivenessintermsof(a)salesfceefficacy(b)supervissatisfaction.Regardingprofessio

11、nalismofthesalesfcefollowingersonOliver(1987)themainprofessionalbehaviourrelatedacteristicsofthesalesfceincludeattitudemotivationthesalesperson’sstrategicbehaviourapproach.Thusamongtheattitudesofthesalesfceprofessionalco

12、mpetenciesspecificknowledgeskillsrelatedtoasalesperson’swkmustbeevaluated(ersonOliver1987).Theseincludeaspectssuchasknowledgeoftheproductsservicesofferedtothecustomerstheknowledgeofthecompanytheywkfthecontroloftheskillsn

13、eededfsales(CamaraSanz2001ManningReece2004).InhisstudyBarker(1997)concludedthatintheopinionofbothfieldsalesmanagersofthesalesfcesalesmanagerstheenvironmentinwhichsalespeopleperfmprovidesmeeffectivesalespeoplewithgreaterk

14、nowledgeahigherleveloftraininginaspectssuchasproductknowledgesalestechniques.RegardingmotivationfollowingChurchilletal.(19932000)wecandistinguishbetweenintrinsicextrinsicmotivationofthesalesfce.Thefmerisofapersonaltypewk

15、relatedfexamplejobsatisfactionwhereasthelatterisalientowkitselffexampleremuneration.Piercyetal.(1997)concludedthatthemosteffectivesalesfceswereacterisedbyahighlevelofmotivationoftheirmemberswhofeeltheirwkisimaginativecre

16、ativewhoarestimulatedbychangesintheirenvironment.Finallywithinthecontextofsalesmanagementthestrategicbehaviourapproachmaybeunderstoodasthedevelopmentofsomeactionsfavouringboththeachievementofthesalesperson’sindividualobj