Examining The Effects of Salespeople's Personality Traits And Personal Values on Sales Performance

Yıl 2024, Cilt: 6 Sayı: 1, 27 - 36, 30.06.2024

Eda İlhan

https://doi.org/10.47138/jeaa.1468329

Öz

This research delves deeply into the multifaceted aspects influencing salesperson performance, particularly exploring the interconnected roles of personality traits, personal values, customer orientation, and creativity. Personality traits, such as Extraversion and Conscientiousness, have emerged as crucial elements linked to sales success across various industries. Extraversion, characterized by sociability, self-confidence, and ambition, fosters robust interpersonal relationships and effective teamwork, especially in roles where collaboration and communication are paramount. On the other hand, Conscientiousness, marked by traits like diligence, reliability, and attention to detail, proves instrumental in handling complex tasks, maintaining high standards, and navigating intricate interpersonal dynamics within sales environments. This study recognizes the dynamic nature of personal values, influenced by cultural backgrounds, upbringing, and life experiences. These guiding principles influence decision-making, goal-setting, and behavior, significantly impacting sales performance. By acknowledging the interplay between personality traits and personal values, this research aims to uncover nuanced insights into how individuals' intrinsic motivations and beliefs contribute to their success in sales roles. A comprehensive analysis of these basic concepts aims to provide actionable recommendations for sales management strategies.

Anahtar Kelimeler

Personality Traits, Personal Values, Sales Performance

Kişilik Özellikleri ve Kişisel Değerlerin Satış Performansına Etkisinin İncelenmesi

Öz

Bu araştırma, özellikle kişilik özelliklerinin, kişisel değerlerin, müşteri odaklılığın ve yaratıcılığın birbiriyle bağlantılı rollerini araştırarak, satış elemanı performansını etkileyen çok yönlü yönleri derinlemesine inceliyor. Dışadönüklük ve Özdenetim/Sorumluluk gibi kişilik özellikleri, çeşitli sektörlerde satış başarısıyla bağlantılı önemli unsurlar olarak ortaya çıkmaktadır. Sosyallik, kendine güven ve hırsla karakterize edilen dışadönüklük, özellikle işbirliği ve iletişimin çok önemli olduğu rollerde kişiler arası güçlü ilişkileri ve etkili ekip çalışmasını teşvik eder. Öte yandan, çalışkanlık, güvenilirlik ve detaylara dikkat gibi özelliklerle ifade edilen, Özdenetim/Sorumluluk karmaşık görevlerin yerine getirilmesinde, yüksek standartların korunmasında ve satış ortamlarında karmaşık kişilerarası dinamiklerin yönetilmesinde etkili olmaktadır. Bu çalışma, kültürel geçmişlerden, yetiştirilme tarzından ve yaşam deneyimlerinden etkilenen kişisel değerlerin dinamik doğasını kabul etmektedir. Bu yol gösterici ilkeler karar almayı, hedef belirlemeyi ve davranışı etkileyerek satış performansını önemli ölçüde etkiler. Bu araştırma, kişilik özellikleri ile kişisel değerler arasındaki etkileşimi kabul ederek, bireylerin içsel motivasyonlarının ve inançlarının satış rollerindeki başarılarına nasıl katkıda bulunduğuna dair fikirleri ortaya çıkarmayı amaçlamaktadır. Bu temel kavramların kapsamlı bir analizi yoluyla, satış yönetimi stratejileri için uygulanabilir öneriler sağlamak amaçlanmaktadır.

Anahtar Kelimeler

Kişilik Özellikleri, kişisel Değerler, Satış Performansı

Kaynakça

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