 Salespeople's self-esteem and their sales results (Samoocena handlowcow a ich wyniki sprzedazy)Mariusz Trojanowsk ()
Problemy Zarzadzania, 2012, vol. 10, issue 35, 8-20 Abstract: Company sales staff is a resource difficult to imitate. That is why it can constitute the basis for competitive advantage. It is particularly important in difficult retail industries, where the availability of high-quality sellers translates directly into a turnover and market overtaking competitors. The salespeople's quality is described, among other attributes, by: knowledge, motivation, communication skills or ways of acting. These characteristics have been studied and their positive influence on the sales results. It has also been stated, beyond doubt, the sellers' psychological predispositions are very significant. There is a factor among them, which is less recognized, particularly in Polish conditions, i.e. the sellers' self-esteem. There is a question of whether the sellers' self-esteem determines the results of their work. If yes, then how does this factor determine the sellers' results. If it turns out that the self-esteem is one of the determinants of the work of salespeople, then its acknowledgement will be very useful in practice of sellers' management - primarily to know how to assess the candidates, how to build the sales teams, how to motivate people to work and help them develop, and thereby improve the sales results and increase the advantage over the competitors. Date: 2012 Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:sgm:pzwzuw:v:10:i:35:y:2012:p:8-20 Access Statistics for this article More articles in Problemy Zarzadzania from University of Warsaw, Faculty of Management Contact information at EDIRC. |
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