Χαρακτηριστικά αποτελεσματικού πωλητή και οι νέες τάσεις στη διοίκηση ομάδων πωλήσεων

Abstract

The sales department is vital for the survival of businesses; efficiency and effectiveness of sellers are constantly occupied in the microscope. In particular, in modern times, sellers have to face many challenges and difficulties, often beyond the professional status, confounding depth of their lives. The aim of this study is to identify factors that affect positively the performance of salespeople. The conclusions derived from the active participation of industrial salesmen selling to food companies, chemical and consumer goods, form the reality faced by these strains and give new directions to some extent, management of sales teams. The data illustrate that extent these factors influence to the effectiveness of salesmen, gathered through a structured questionnaire, which was answered by 147 vendors. The factors identified through personal interviews with 8 Sales Managers and through the international literature. The factor that positively affects the effectiveness of the sellers is the corporate support, while role conflict salesman, salesperson role ambiguity and emotional exhaustion have a negative effect.