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An Exploratory Study on the Factors Affecting Sales Performance in B2B Electrical Construction Business
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전기 공사업 B2B 영업성과 영향요인의 탐색적 연구

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Type
Academic journal
Author
Sang Deok Kim (경남대학교) 백명호 (경남대학교) 윤봉현 (경남대학교)
Journal
한국유통물류정책학회 유통물류연구 유통물류연구 제11권 제3호 KCI Accredited Journals
Published
2024.9
Pages
103 - 130 (28page)

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An Exploratory Study on the Factors Affecting Sales Performance in B2B Electrical Construction Business
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Salesperson plays a crucial role in a company’s success. For this reason, many studies related to sales and promotionhave examined the relationship between salesperson and sales performance from various angles. However, in order toexplain the relationship between salesperson and sales performance, it is necessary to consider not only the personalcharacteristics, but also the organizational variables, and the suitability between them. This study aims to overcome the limitations of the existing research by dividing the factors that affect salesperson’sperformance revealed in the existing study into individual factors and organizational factors, and integrating them toidentify them. To achieve the purpose of the study, in-depth interviews were conducted with 12 CEOs of electrical constructionbusinesses. As a result of the analysis, it was found that CEO characteristic factors such as the CEO’s personality type,B2B sales competency, and customer orientation and organizational management factors such as salesperson controlsystem, empowerment, and transformational leadership are closely related to sales performance in B2B sales.
#B2B영업 #영업사원 #영업성과 #CEO특성 #조직관리방식 #B2B Sales #Salesperson #Sales Performance #CEO Characteristics #Organizational Management

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