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一般认为,外向的人更适合从事销售类工作,然而众多研究的结果却呈现高度不一致,这说明外向性和销售绩效间存在较复杂关系。基于来自34个团队的235名B2B销售人员的数据,分析结果表明,外向性和销售绩效之间呈现倒U型曲线关系。具体而言,与高度外向或内向的人相比,中等程度外向的销售人员销售绩效最高。还发现宜人性调节外向性和销售绩效的关系,与高度外向但宜人性水平较低的销售人员相比,高度外向且宜人性水平较高的销售人员,其销售绩效较高。本研究为进一步厘清人格与绩效的关系提供实证依据,对企业的销售人员招募选拔和培训发展,以及对求职者择业都有一定启示。
It is generally believed that outward-looking people are more suitable for sales work, but the results of many studies are highly inconsistent, indicating that there is a complex relationship between extroversion and sales performance. Based on data from 235 B2B salespeople from 34 teams, the analysis shows that there is an inverse U-shaped relationship between extroversion and sales performance. Specifically, the sales force with the most sales to the highest-level sales person has the highest sales performance compared with those who are highly extroverted or introverted. It also found that pleasantness adjusts the relationship between extroversion and sales performance, which is more highly sales oriented than a salesperson who is highly extroverted but less pleasantly pleasant than a salesperson who is highly outgoing and pleasant. This study provides empirical evidence for further clarifying the relationship between personality and performance, and provides some enlightenment to the recruitment, selection, training and development of jobseekers as well as the employment of job seekers.