销售人员学习的前因及其与销售绩效的关系研究  

Antecedents of Salesperson Learning and the Relationship with Sales Performance

作　　者：刘俊玮[1] 白静[1] 

机构地区：[1]华南理工大学工商管理学院,广州510640

出　　处：《价值工程》2012年第11期122-123,共2页Value Engineering

摘　　要：随着环境日益复杂多变,销售人员的学习对于个人的销售绩效的提升乃至组织的成功都起着至关重要的作用。销售人员学习包括学习努力与系统知识两个不同的维度。其前因变量包括个人层面的主动性、经验开放性和学习导向;任务层面的工作自主度和任务难度;组织层面的学习氛围和管理支持。销售人员学习对销售绩效的影响则是通过减少角色模糊、提升自我效能感和工作满意度来实现的。In the ever-changing environment, salesperson learning is a key factor to the promotion of individual sales performance and the success of the organization. Salesperson learning have two sub-constructs, learning effort and systems knowledge. The antecedents include individual level factors such as initiative, openness to experience and learning orientation, task level factors such as job autonomy and task difficulty, organizational level such as learning climate and managerial support. The impact of the salesperson learning on the sales performance is through diminishing role ambiguity, enhancinz self-efficacy and iob satisfaction.

关 键 词：销售人员 个人学习 销售绩效 

分 类 号：F274[经济管理—企业管理]