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1、原文:SomedeterminantsofsalesforceeffectivenessPedroCanalesTheoreticalfoundationsandhypothesesdevelopmentTheeffectivenessofasalesorganisationmaybedefinedasanoverallevaluationoftheresultsobtainedeitherbytheorganisationasawholeorbyagroupofsalespeopleprovidi
2、ngtheirownindividualachievements(Churchilletal.,1993,2000).Suchevaluationisdonethroughtheuseofcertainfinancialindicators;suchasmarketshareorthecontributiontobenefit(Jacksonetal.,1995;Ingrametal.,2001).Togetherwiththesefinancialindicators,thereareothereff
3、ectivenessindicatorsrelatedtofieldsalesmanagersatisfaction;forexample,gainingnewclients.Thiseffectivenessissubjecttomanyinfluences,bothinternal(forexample,managersthemselvesorsalespeople)andexternal(forexample,thesalespeople’sworkingenvironment).Thus,ef
4、fectivenessmakesreferencetosomeindicatoroftheresultforwhichthesalespersonispartiallyresponsibleandwhichisinfluencedbyaseriesoffactorsnotsubjecttohis/hercontrol,callednon-personalfactorsororganisationalandenvironmentalvariables.Morespecifically,inaccorda
5、ncewithCravensetal.(1992);Babakusetal.(1996);GrantandCravens(1999);Baldaufetal.(2001a,b);Piercyetal.(2001);Roma´netal.(2002)orFutrell(2003),existingliteratureonthesubjecthastraditionallyidentifiedaspectsrelatedtothecontrolofthesalesforce,professionalis
6、m,theperformanceofthesalesperson’sbehaviourandindividualperformanceaskeyaspectsfordeterminingeffectiveness.Theseconceptsareanalysedbelow.AsindicatedbyAndersonandOliver(1987),thecontrolofthesalesforcemaybedefinedasthedegreeofmonitoring,evaluationandrewa
7、rdthatthoseinchargeofthecontrolexertonsalespeoplesothatthelatterdeveloptheirtasksandresponsibilitiesandconsequently,thecompany’sobjectivesareachieved(Jaworski,1988;Jaworskietal.,1993).Thesalesmanagementmaychoosebetweentwoopposed,butcomplementarysystem
8、s,inordertoimplementthecontroltasks;behaviourcontrolandoutcome-resultscontrol(AndersonandOliver,1987;MarshallandMowen,1993;CanalesandTora´n,1998;Baldaufetal.,2001a,b;Baldaufetal.,2002).Behaviourcontrolistypicallycentredonsalespersonjobinputs.U
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