Atıf Sayısı
10
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37
İndirme
16
Companies creating strong customer relations maximizes the company performance in the long run Therefore selection motivation and performance appraisal of sales force working in customer relations needs more attention Company performance is directly related with sales force performance “Personality traits” of personnel should be analyzed carefully during selection motivation and performance appraisal processes of sales force management High turnover rates observed in sales departments increase the sales force management expenses and decrease the company profits In this study personality traits have been analyzed according to Five Factor Personality Model Salesmen were asked to fill in personality tests and their performance has been evaluated by their supervisors As a result salesman demonstrating high degrees of “Conscientiousness” investigates the details about the customer organizes himself for the sales process and shows high performance in the early stages of sales process Salesman with high “Neuroticism” points shows low performance in customer care after sales Low Neuroticism points reflecting steadiness self control calmness compliance reliability adaptability influences the customer care performance of salesman positively As a general result it is not possible to portray a proposed ideal personality for a successful salesman But it is shown that variousm era of sales process needs different traits of a salesman to be successful in the sales jobs Keywords: Personal Selling Personality Sales Performance Five Factor Model Performance Appraisal
companies create strong customer relationships after selection motivation and performance appraisal of sales force working in customer relationships needs more attention company performance is directly related to sales force performance “personality result” of positive shuld be analyzed during selection motivation and performance appraisal processes of sales force management high turnover rates in sales departments increase the sales force management and decrease the customer care ın this study unemployment has been identified according to five factor personality model sales force filliness performance certificates in performance performance tests and performance points of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance of the performance
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