适应性销售行为在汽车销售领域的研究综述  

Study on Adaptive Selling Behavior in Automotive Marketing

作　　者：林琳[1] 马钧[1] 

机构地区：[1]同济大学汽车学院,上海市201804

出　　处：《农业装备与车辆工程》2014年第1期55-58,共4页Agricultural Equipment & Vehicle Engineering

摘　　要：总结了国内外适应性销售行为的研究现状及其在汽车销售领域的应用。根据汽车销售行业的特殊性以及中国国情的应用背景,本文研究了影响汽车销售领域的适应性销售行为的七大因素:汽车销售人员的内在动机、顾客定性化技能、技术技能、适应性销售行为、消费者观察到的服务质量、消费者满意度以及汽车销售人员的行为绩效。The researches of adaptive selling behavior in and aboard of China and their application in automotive marketing are summarized. According to the characteristics of automotive selling field and the background of selling in China, seven factors are analyzed as influential variances of Chinese automotive salesmen： salesmen＇s instinct motivation, customer qualification skill, technic skill, adaptive selling behavior, behavioral performance, and customers＂ satisfaction and perceived service quality.

关 键 词：汽车销售人员 适应性销售行为 影响因素 

分 类 号：F274[经济管理—企业管理]