Module 2 Subtopic 3 Flashcards
The Determinants of Successful Sales Performance (2)
- Training and development
- A strong ego, self-confidence, decisiveness, and a need for achievement
Variables that cause differences in performance across salespeople (6)
- Aptitude
- Personal Characteristics
- Skill Levels
- Role Perceptions
- Motivation
- Organizational & Environmental Factors
Native abilities and enduring personal traits relevant to the performance of job activities (e.g. mental abilities, personality traits)
Aptitude
Physical traits, family background, education, work and sales experience, lifestyle, and so forth
Personal Characteristics
Learned proficiencies at performing job activities
Skill Levels
Perceptions of job demands and the expectations of role partners
Role Perceptions
desire to expend effort on specific job activities
Motivation
Sales potential of salesperson’s territory, autonomy, company’s competitive strength and so forth
Organizational & Environmental Factors
Management Actions for Aptitude
Recruitment and selection policies
Management Actions for Personal Characteristics
Recruitment and selection policies
Management Actions for Skill Levels
Training and Supervision
Management Actions for Role Perceptions
Training and Supervision; account management policies
Management Actions for Motivation
Compensation and reward systems
Management Actions for Organizational & Environmental Factors
Sales force organization; territory design; marketing programs
Factors controlled or influenced by sales managers account for the largest variance in sales performance. (3)
- Role Perception
- Skills
- Motivation
T or F
Research suggests successful salespeople are both born and made.
True
Odds a salesperson will quit or be terminated in first five years of employment
50/50
T or F
People lacking necessary personal traits/abilities tend to leave before training and experience can make them productive sales performers
True
Many firms may spend between $_____ and $______ annually training a new recruit
7,000 and 100,000
____ to _____ months before a new rep generates adequate sales to cover compensation and expenses
3 to 12
Characteristics of Successful Salespeople: What Managers Seek… (6)
- Enthusiasm
- Organizational skills
- Ambition
- Persuasiveness
- Communication skills
- General sales experience
Overview of Research Findings (3)
- Demographic and Physical Variables
- Gender and Race
- Social Changes Have Improved Employment Opportunities
Recent data suggests women account for approximately __% of sales reps and hold less than __% of sales management positions
25, 20
T or F
There are still compensation issues for women
True
Perception that older salespeople lack energy is supported by research
False
(Positive/Negative) trends in employment of women and minorities in recent years
Positive
T or F
Growing numbers of successful minority salespeople and sales managers provides strong evidence of performance capabilities
True
T or F
Minority salespeople have no major difficulties in gaining access to customers
True
T or F
Saleswomen have shown no difference in productivity from male counterparts however, there are still surveys that indicate some managers preference for working with salesmen
True
T or F
Research suggests variations in sales performance are greater within groups than between groups
True
These two are important in maintaining successful relationships with clients
physical appearance and image
T or F
Studies often hypothesize that salespeople are most successful when they are dealing with prospects that are similar to themselves in demographics, personality traits, and attitudes
True
T or F
Nearly 2/3 of salespeople have a college degree
True
demonstrated knowledge, motivation, professionalism
College Education
provide context for people dealing with customers
Life Experiences
These two are among the best predictors of sales success, accounting for an average of 20% of the variance in performance
Personal history and family background
to predict performance varies greatly across types of sales jobs
Sales Aptitude
are all relatively uncorrelated sales performance
General intelligence tests, measures of verbal ability and fluency, and tests of math ability
a good indicator of success in selling
Ability to think logically and display flexibility in solving problems
positively related to retail and call centers
Extroversion
positively related to B2B sales
Introversion
key characteristic for success
Cooperative Behavior
Variables that have been shown to be different across different kinds of selling environments (6):
Personal History and Family Background
Sales Aptitude
Dominance
Self-Esteem
Sales Presentation Skills
Interpersonal Skills
