Abstract:
The sales department is vital for the survival of businesses; efficiency and
effectiveness of sellers are constantly occupied in the microscope. In particular, in
modern times, sellers have to face many challenges and difficulties, often beyond the
professional status, confounding depth of their lives.
The aim of this study is to identify factors that affect positively the performance
of salespeople. The conclusions derived from the active participation of industrial
salesmen selling to food companies, chemical and consumer goods, form the reality
faced by these strains and give new directions to some extent, management of sales
teams.
The data illustrate that extent these factors influence to the effectiveness of
salesmen, gathered through a structured questionnaire, which was answered by 147
vendors. The factors identified through personal interviews with 8 Sales Managers
and through the international literature.
The factor that positively affects the effectiveness of the sellers is the corporate
support, while role conflict salesman, salesperson role ambiguity and emotional
exhaustion have a negative effect
