销售员个人绩效研究综述

A Literature Review on Individual Performance of Salespersons

销售员个人绩效是企业管理的焦点,对于维持企业的生存和发展有很重要的意义。本文对销售员个人绩效的影响因素作了回顾和总结,将销售员个人绩效的影响因素分为技巧要素、动机要素、个体要素、组织要素和环境要素等五类,提出销售员绩效影响因素的概念模型。指出了未来销售员绩效研究的几个方向,包括作用机理研究、团体绩效研究和国际化研究。

The individual performance of salespersons is the focus of business administration,which is of great significance to the survival and the development of an enterprise.This paper reviews the influencing factors to individual performance of salespersons and puts forward a conceptual model which classifies the factors influencing the salespersons＇ performance into five categories： skill,motivation,individual,organization and environment.Moreover,it points out the directions to study the salespersons＇ performance including the research on the function and mechanism,group performance and the internationalization.