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研究生(外文):Kuo-Hung Chung
論文名稱(外文):Studies on the Business Performance of Sales Staff for Multi-function Pherise Industry in Taiwan
指導教授(外文):Kuo- I, ChangTyrone T. Lin
外文關鍵詞:Sales StaffBusiness PerformanceMulti-function Pherise Industry
  • 被引用被引用:0
  • 點閱點閱:330
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  • 下載下載:53
  • 收藏至我的研究室書目清單書目收藏:1
The purpose of this study is to analyze sales performance of sales staff for the multi-functional pherise industry in Taiwan. The study subject is 277 salespersons. 649 observations are made in the study period from April 1st 2008 to March 31st 2009. A total of two constructs and 3 variables are proposed to assess their impact on sales performance: Product Category Construct: Key Item Turnover Quantity and Percentage of Sales for Complementary Items; and Sales Model Construct: Sales Model Applicability. Four control variables are also adopted: Prospect Level, Target Unit Quote, Position Rank, and Sales Experience. A Multiple Regression Analysis is utilized to perform data analyses. The study result indicates that Key Item Turnover Quantity, Percentage of Sales for Complementary Item, and Sales Model Applicability are all positively correlated to Sales Performance. In terms of control variables, Position Rank, Sales Prospect Level, and Sales Experience are all positively correlated to sales performance, while Target Unit Quote does not achieve statistical significance. Via this study, the researchers hope to offer sales strategy adjustment suggestions for the multi-function pherise industry as well as the company under study. So they can improve their overall sales performance and competitive advantages.
第一章 緒論1
第一節 研究背景1
第二節 研究動機與目的3
第三節 研究架構3
第二章 文獻探討與假說建立7
第一節 台灣事務機產業概況說明7
第二節 銷售績效研究之文獻探討8
第三節 個人績效指標相關文獻探討11
第四節 假說發展13
第三章 研究方法17
第一節 資料來源與範圍17
第二節 變數定義17
第三節 多元迴歸模型20
第四章 實證結果與分析21
第一節 敘述性統計量21
第二節 相關性分析22
第三節 獨立樣本t檢定與單因子變異數分析25
第四節 多元迴歸模型分析結果28
第五章 結論與建議31
第一節 結論與管理意涵31
第二節 研究限制與後續研究建議32
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