销售人员效力的决定因素【外文翻译】

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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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《销售人员效力的决定因素【外文翻译】》由会员上传分享,免费在线阅读,更多相关内容在学术论文-天天文库

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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