Study for Factors of Enhancing Sales Force's Performance

Abstract

In modern society, customer needs are becoming more complex, and the values of products and services are becoming more complex as well. To accurately capture customer needs and effectively propose complex products and services, many companies in the corporate sales department are more likely to have multiple sales representatives specializing in specific fields to compose as a sales force （sales team）. Even though it is a big concern for the company whether it is possible to demonstrate outstanding results in sales team, the factors that affect the performance of sales force have not been clarified. In this study, conducted a questionnaire survey for a wide range of sales representatives based on hypothetical model, comparison between hypothetical model and performance model, benchmarked individual sales representatives and sales force through analysis by multivariate analysis and clarified performance factors that are specific to sales force. The main achievement of this study is to clarify relationship between the three factors that “Sincere and positive sales activities and attitudes for each team members”, “Share information clarity and effectively in sales team” and “sales performance”.