Salesperson Performance Research Articles

Pengamanan Restful API menggunakan JWT untuk Aplikasi Sales Order

The company has an important role in attracting the attention of customers by promoting its products and services so that it can be widely known by the community through the sales division (sales person). The biggest challenge faced by companies is related to marketing, namely stable and sustainable income growth, and customer loyalty. So that the application of information and communication technology is needed in the business world as a tool to win the main competition in marketing products or services. In the company, order data made by the sales person is still via telephone. You need an application to speed up the product ordering process to customers. To solve these problems, each sales person will use a sales order application through a smartphone device that will make product orders. And product ordering data will go to a web-based application run by admin for the invoice creation process. This application is designed using the RESTful API which is one of the implementation models of the web service and. In terms of data exchange security using the Json Web Token. With this sales order application, it can simplify the sales person's performance in marketing their products. This application work runs well on the web and android device so the process of ordering products becomes easier. The use or json web token authentification on the RESTful API makes the application more secure because this application can not be accessed if it does not use tokens.

The contingent value of pay inequalities in sales organizations: integrating literatures in economics, management, and psychology

Pay-for-performance compensation systems are often employed in sales organizations and can potentially lead to pay inequalities. With increased transparency of employees’ pay outcomes stemming from CRM and related technologies, salespeople now have ample opportunity to observe these inequalities, compare their pay with that of others, and make fairness assessments. These comparisons and assessments then have implications in terms of utility, behaviors, and performance of salespeople, which have scarcely been explored in the sales or marketing literature. This article considers research on pay inequality from three other fields – economics, management, and psychology – and highlights relevant issues in sales contexts. Furthermore, the article provides scholars with a resource that elaborates on the nature of pay inequalities and their multiple outcomes on individual and organizational performance, as well as noting their likely antecedents and moderators.

A qualitative study of leader behaviors perceived to enable salesperson performance

This study builds on and extends previous sales leadership research by exploring sales professionals’ perceptions of effective leadership behaviors. Semistructured interviews with both sales leaders and salespeople working in a global enterprise software company were examined through a qualitative analysis. Results indicated that participants believed sales leadership played an important role in influencing sales performance. When asked to describe specific sales leader behaviors that best enable salesperson performance, sales professionals – both sales leaders and salespeople – overwhelmingly referenced coaching, followed by collaborating, championing, and customer engaging. We define and describe these four key sales leader behaviors and identify four potential mediating variables (trust, confidence, optimism, and resilience), from which emerges a conceptual framework of sales leader behaviors perceived to enable salesperson performance. We examine these four key sales leader behaviors and mediators in the broader context of leadership theory, particularly transformational, servant, authentic, and adaptive leadership theories. The key contribution of this study is the identification of a set of leader behaviors that are likely to be especially effective in modern sales organizations given that they originated from the perceptions of sales professionals themselves.

AN EMPIRICAL STUDY ON THE RELATIONSHIP BETWEEN EMOTIONAL LABOR, SALES CALL ANXIETY AND WORK PERFORMANCE

Emotional labor research has focused on employees' interactions with customers that is a significant part of organizational life. It is a fact that during this interactions emotions are regulated and managed by employees. Regulation of emotions produces positive outputs such as performance improvement in terms of businesses, but also negative psychological consequences such as anxiety in terms of employees. In this context the purpose of this empirical study is to investigate the effects of emotional labor strategies, superficial and deep acting, on sales call anxiety (SCA) and performance. The data was collected from 277 salespeople who worked in banks and automotive dealerships by using survey method. The research hypotheses were tested with structural equation model. The findings confirm that all scales, particularly SCA, are reliable and validate in Turkey. However, the results show that the effect of emotional labor strategies on SCA are different. While surface acting strategy has a positive effect on SCA, deep acting has a negative effect. Although the relationship between emotional labor strategies and performance was not supported, it was found that SCA has a negative impact on the performance of salespeople. These findings have been based on the literature and suggestions are provided for future research and administrative applications.

Using Ethical Leadership to Improve Business-To-Business Salesperson Performance: The Mediating Roles of Trust in Manager and Ethical Ambiguity

ABSTRACTPurpose: Given the ever-increasing pressure put on sales organizations to improve performance, behave ethically and establish long-term customer relationships, this study seeks to better comprehend ethical leadership’s part in doing so. It proposes that perceived ethical leadership indirectly influences salesperson performance through trust in manager and ethical ambiguity.Methodology/Approach: A survey of business-to-business salespeople was taken. Hypotheses are tested using structural equation modeling.Findings: The results show that perceived ethical leadership influences salesperson performance through the mediating roles of trust in manager and ethical ambiguity. Salespeople’s perceptions of their supervisor’s ethical leadership behaviors positively impact their trust in manager and negatively influences their ethical ambiguity. In turn, trust in manager positively influences sales performance while ethical ambiguity negatively influences sales performance.Research Implications: The results from testing the hypothesized model support mechanisms by which ethical leadership behavior may affect business-to-business salesperson job performance. It appears that ethical leadership works through ethical ambiguity and trust in manager to impact salesperson behavior performance, rather than directly impacting salesperson performance. Importantly the findings add to the literature an important consequence of ethical leadership, ethical ambiguity. This research likewise adds to the literature on role, and more specifically ethical, ambiguity by finding that reducing salesperson ethical ambiguity has a positive impact on salesperson behavior performance.Practical Implications: This study finds that one important mechanism for reducing ethical ambiguity is for sales supervisors to practice ethical leadership. By reducing ethical ambiguity, sales managers can improve business-to-business salesperson performance. In addition, use of ethical leadership by sales managers can positively influence the business-to-business salesperson’s trust in manager, which subsequently leads to greater sales performance.Originality/Value/Contribution: The results of this study add to our knowledge of ethical leadership by further developing its consequences. It also sheds light on a vastly under-researched construct, ethical ambiguity. Finally, it further validates the important role that trust in manager plays in the organization.

The Impact of Manager Likeability on Sales Performance

This research examines whether it is important if salespeople like their manager. Little is known about the outcomes of manager likeability as perceived by the salesperson. This study introduces manager likeability and investigates its impact on salesperson performance. Drawing on interpersonal attraction and relational identification theory, we show that relational identification is the process by which manager likeability impacts performance. We demonstrate that in addition to driving performance via relational identification, manager likeability strengthens the effect identification has on salesperson performance. Additional analysis indicates that salesperson knowledge mediates the relationship between identification and performance. The study also has managerial implications for the recruiting, training, and development of sales managers.

The dark side of technology: examining the impact of technology overload on salespeople

PurposeThe purpose of this study is to examine how technology overload (system feature, information, and communication overload) influences salespeople’s role stress (role conflict and role ambiguity), effort to use technology and performance. This research examines whether these relationships are linear or quadratic. It also examines the moderating effect of salespeople’s technology self-efficacy.Design/methodology/approachSalespeople at a national company providing services to small and medium companies were surveyed via an online instrument to measure key constructs and control variables. Over 200 usable responses resulted; structural equation model was used to analyze the data.FindingsResults show that dimensions of technology overload had linear and/or quadratic relationships with role stress, effort to use technology and performance. Salesperson’s technology self-efficacy moderated the relationship between technology overload, effort to use the technology and performance.Practical implicationsThe benefits from new technology are not always linear. Managers should regulate the timing of technology improvements, as well as the availability of information, communication and system features, to reduce role stress and enhance efforts to use technologies.Originality/valueDrawing on the job demand and resource model, this research demonstrates that technology used as a job resource will aid the salesperson and company; however, when technology overload exists, it becomes a job demand with the potential to enhance role stress and decrease salesperson performance.

ANALYZING THE LINK BETWEEN SALES TECHNOLOGY USE AND SALES PERFORMANCE

Firms invest billions of dollars in sales technologies in the form of order tracking and CRM systems, sales automation tools, or smartphones and tablets to enable their sales workforce to access, analyze, and communicate information about products, sales calls or orders, sales, accounts or competitors more easily, and to improve sales effectiveness and efficiency and thus, to generate a superior customer experience. However, the results regarding the link between technology use and overall salesperson performance is mixed. Thus, there is a need for a better understanding of how technology impacts performance of the salespeople. This study tries to demonstrate this link with data from direct selling organizations. Results indicate that salespeople mainly use sales technologies to analyze data and that sales technology use influences internal administrative performance, sales performance, and customer relationship building performance; i.e. all aspects of salesperson performance. Customer orientation, training and perceived ease-of-use of the sales technology enhance this relationship. On the other hand, expertise of the salesperson was found to display no influence.

Perbandingan Kinerja Tenaga Penjual Sebelum dan Setelah Menggunakan PDA (Personal Digital Assistant) Pada PT. Bentoel Prima Asmo (Area Sales & Marketting Officer) Bogor

Cigarette industry in Indonesia is an industry that absorbs a lot of manpower/human resources (HR). HR needs ranging from planting tobacco and clove plantations, drying tobacco and cloves, chopped pelintingan tobacco and cigarattes in the factories to street vendors who sell cigarettes on the streets. Cigarette industry in Indonesia, employing about 500.000 employees, who work directly on the plant and at all levels of organizational structure (Siska ,2004). It often happens to overlap tasks to complete a series of activities to produce an output. Linkage of a job, sections, departments, divisions within an organization is a narulal thing, but the need for regulating the organization in order to avoid miscommunication, a prolonged conflict between functions or even let go of responsibilities, which can ultimately result in descreased performance of the organization it self (Dessler, 1998). The result of research conducted with two different test average of salesperson performance comparison before and after the use of PDAs by using independent sample test. This is demonstrated by the results obtained pengujan where the average value 3.42 before the use of PDAs and PDA after the use-value 3.91. Standard deviation value 0.49 before the use of PDAs and PDA after the use-value 0.55, which means greater than 0.00. Salesperson performance in sales volume before and after use of a PDA in PT. Bentoel Prima Bogor ASD are real or significant.

Fail fast, sell well: The contingent impact of failing fast on salesperson performance

Sales is a profession that faces an inordinate amount of failure. When salespeople fail and face rejection from customers, the consequences are widespread and lasting. Perhaps, rather than aiming to prevent inevitable failures, salespeople should instead anticipate and control the timing of when failure occurs in the sales cycle. Across three progressive studies, this research explicates the phenomenon of failing fast within a business-to-business sales context. The authors theoretically conceptualize and operationalize a failing fast process model: prospect intent collection, prospect intent interpretation, and salesperson failing fast. The authors then study the focal relationship between salesperson failing fast and sales performance, contingent on individual-level, organizational-level, and environmental-level moderators. While the direct effect is non-significant, the finding is novel in that it shows that certain forms of failure may not actually be a detriment to performance. The moderator analysis sheds further light on this relationship, revealing a mixture of accentuating and attenuating effects. This research collectively brings greater nuance to the study of sales failure and enables future scholars to understand the consequences, and even potential benefits, of failing early in the sales process.

Investigating salesperson performance factors: A systematic review of the literature on the characteristics of effective salespersons

Business and consumer buying behaviour has changed dramatically in recent time; a fact that is not lost on selling organisations when considering how best to recalibrate salesperson performance measures in response. However, a contemporary, systematic review of the academic literature concerning those most effective salesperson performance factors is markedly absent. This study joins a long line of investigatory efforts regarding the characteristics and habits of successful salesperson performance by adopting meta-analysis techniques to investigate the salesperson performance literature, content-analysing over 250 published articles from 1986 to 2017 and synthesising the findings into a new salesperson performance typology. The study finds that personal, organisational, co-worker, buyer and situational dimensions are responsible for increasing salespersons’ performance. Additionally, this work offers a parsimonious overview of current key salesperson performance research as well as a clear agenda for future salesperson performance research.

Selling relationship quality to increase salesperson performance in the pharmacy industry

The success of a salesperson's performance is determined by several factors. However, the factors influencing the success are still debatable. This study involved 259 salespeople by distributing 350 questionnaires. A random sample technique was applied in the study. The collected data were analysed using: non-response bias, Amos 21.0 and Sobel test. The results of the study show that the adaptive selling does not have a direct effect on the salesperson performance, but it has a significant indirect positive effect on the selling relationship quality. The customer orientation and the learning orientation have a significant positive effect on the selling relationship quality and the salesperson performance. Additionally, limitations of the study and areas for future research are presented in this paper.

The Link between Number of Sales Accounts and Salespeople's Performance

The Link between Number of Sales Accounts and Salespeople's Performance

Selling relationship quality to increase salesperson performance in the pharmacy industry

Selling relationship quality to increase salesperson performance in the pharmacy industry

The role of strategic leadership for learning on the relationship between training opportunities and salesperson job performance and commitment

PurposeThe purpose of this study was to examine the indirect effects of strategic leadership for learning between sales employees’ perceived learning opportunities and organizational commitment and job performance.Design/methodology/approachA total of 204 responses from sales employees in a South Korean company were analyzed using path analysis to test the hypothesized model and hypotheses.FindingsResults of the analysis showed that strategic leadership has a significant indirect effect on the relationship between perceived learning opportunities and job performance and organizational commitment.Originality/valueThe results of this study challenge the belief that providing learning opportunities improves salesperson performance and organizational commitment. The results indicate that the relationship between continuous learning opportunities and performance, as well as between opportunities and organizational commitment, is statistically nonsignificant. However, the authors did find that providing continuous learning opportunities via strategic leadership because learning increases performance and organizational commitment.

The effects of internal marketing activities on the satisfaction and performance of salespeople

Purpose - This study firstly aims to explore the organization of business’s implementation of internal marketing activities toward their sales-force and the determinants of job satisfaction of sales personnel. Secondly, it aims to investigate the relationship among internal marketing activities, job satisfaction, and perceived performance of the sales team. Methodology - A face-to-face questionnaire was given to 158 sales personnel employed in malls. The collected data was examined by confirmatory factor analysis and path analysis. Findings- It is understood that enterprises in the retail sector have done internal marketing activities such as education, communication, internal market research, and incentives. It is seen that the satisfaction of the employees is related to job qualification, colleagues, corporate image, and financial situation. In the second part of the research, it is understood that the satisfaction level of employees affects their performance. Finally, the study displays that there is a positive relationship between internal marketing activities and employees’ performance Conclusion - This study shows that internal marketing activities have both direct and indirect effects on the performance of employees.

Impact of salesperson macro-adaptive selling strategy on job performance and satisfaction

Drawing on the tenants of the adaptive strategy paradigm and configuration theory in the management and marketing literature, a model introducing the concept of salesperson macro-adaptive selling strategy that considers the overall selling environment, as contrasted with micro-adaptive selling tactics tailored to a specific customer, is introduced and investigated empirically within the context of the financial services industry. Using a widely accepted management theory typology—prospector, defender, analyzer—the model places macro-adaptive selling strategy into the sales performance literature as an expanded more holistic understanding of strategies influencing salesperson performance. Findings indicate significant direct and indirect effects on sales performance and job-related incomes, including job involvement, effort, and job satisfaction, for salespeople using different macro-adaptive selling strategies.

Internet Channel Cannibalization and its influence on salesperson performance outcomes in an emerging economy context

Businesses increasingly use internet channels to increase their market penetration. However, empirical studies have shown that salespeople perceive Internet channels to be cannibalistic, effecting other sales—an effect that past researchers have termed as salesperson perceived cannibalization (SPC). None of these studies has examined this phenomenon in an emerging economies context, which has distinct dimensions. In this paper, we explore the influence of SPC on insurance sales agents in an emerging economy context through the lens of Structuration theory. We examine the SPC's impact on job performance and client professionalism. We further examine the moderating role of relational capital and perception of fairness on the influence of SPC on job performance and client professionalism.

MODEL PENINGKATAN KINERJA TENAGA PENJUAL : ORIENTASI PELANGGAN, KOMPETENSI TEKNIK TENAGA PENJUAL DAN PERILAKU PENJUALAN ADAPTIF

Adaptive sales behavior that is supported by the competence of salespeople is avariable built in order to bridge the influence between customer orientation on the performanceof salespeople. In this study 102 salespeople at PT. Pelabuhan Indonesia III, (Persero), serve asa research population. The sampling technique used the census method or used the populationas the research sample. This is done looking at the population that is in accordance with theminimum sample requirements in the use of SEM analysis tools (equitio modeling structure)The result of this research proves that customer orientation influence to adaptive sellingbehavior. the technical competence of salespeople influences adaptive sales behavior. Technicalcompetence of salespeople does not affect the performance of salespeople and behavioralsales adaptive effect on the performance of salespeopleKeywords: customer orientation, technical competence of salespeople, adaptive salesbehavior and performance of salespeople

Gritting their teeth to close the sale: the positive effect of salesperson grit on job satisfaction and performance

This research is the first to examine the effect of “grit” – defined here as perseverance in pursuit of long-term goals – on salesperson performance and job satisfaction in a business-to-business (B2B) sales context. While more commonly studied in the psychology and education literatures, grit has heretofore been underexplored in sales research, a notable omission given its importance in predicting performance outcomes across multiple domains. In response, we demonstrate that gritty salespeople perform better and enjoy greater job satisfaction than their less gritty counterparts. Moreover, we show that competitiveness and self-efficacy help to develop grit and reveal important moderating effects; grit is highest when salespeople are self-efficacious and socially astute. Moreover, the results also suggest that need for power attenuates the positive effect of grit on performance, revealing a potential “dark side” of grit. We then provide some future research ideas involving grit in an effort to encourage further exploration of this construct in sales research. Finally, we conclude by offering cautions to future researchers as they decide whether to examine this interesting construct in a sales context.