Essay On Salesperson Performance

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CHAPTER 2
LITERATURE REVIEW

2.1 Introduction
The purpose of this research is to examine the factors that influence salesperson performance among salesperson in Global Electromech (M) Sdn. Bhd.. The variables that have been chose in this research are gender, perceived trust, perceived adaptive selling performance and perceived product expertise. The literature review will be used to develop theoretical framework for this study.

2.2 The Concept of Salesperson Performance
Sales is occur when seller or owner of the good run an activity involving selling of products or services in return of money or other benefit. Sales department plays an important role to increase and retain the sales performance. Normally, they are using promotional tools such as advertising, sales promotion, direct marketing, public relation as well as personal selling (Pendhakar and Pandey, 2008).
In this research, we are emphasizing on personal selling as the most effective tool which able to affect sales performance. According to Pendhakar and Pandey (2008), the sales tasks are
a) Sales planning, forecasting and budgeting
b) Sales associate development
c) Designing the sales territory
d) Training the sales force
e) Motivating and leading sales force
f) Compensating the sales force
g) Evaluating sales force performance
h) Sales report
It has proven that salesperson is an important agent in organization. Sales manager need to train, motivate, lead, compensate and evaluate salesperson to ensure the sales performance is improve.
Based on Anderson and Oliver in Zalocco, Pullin and Mallin (2011), sales performance is evaluated based on unit sales and immediate revenue from customer loyalty, customer satisfaction, long-term relationship management and cus...

... middle of paper ...

...person:
An Integrative Review and Meta-Analysis of the Empirical Literature. Journal of Business Research 44, pg 93-107.
Palmer, A. & Bejou, D. (1995). The effect of gender on the development of relationships between clients and financial advisers. International Journal of Banking Marketing, pg 18-27
Dion, P.A., Easterling, D. & Javalgi, R. (1997). Women in the Business-to-Business Salesforce: Some Differences in Performance Factors. Industrial Marketing Management, pg 447-457
Siguaw, J.A. & Honeycutt, E.D. (1995). An Examination of Gender Differences in Selling Behaviors and Job Attitudes. Industrial Marketing Management, pg 45-52.
Reeves, H. and Bade, S. (2000). Gender and Development: Concept and Definition. Bridge
Development-Gender, page 8-9.
Esplen, E. and Jolly, S. (2006). Gender and Sex: A sample of definition. Bridge
Development-Gender, page 2.

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