The Determinate Effect of sales Performance for Financial Holding

• Main Authors: Hsu, Heng Chi, 許恒綺
• Other Authors: Wu, Chi-Ming
• Format: Others
• Language: zh-TW
• Published: 2013
• Online Access: http://ndltd.ncl.edu.tw/handle/45382843442941373203

碩士 === 國立臺北大學 === 企業管理學系 === 101 === Sales Representatives are the key contributors to enterprise sales revenue in commercial activities. The sales achievement of Sales Representative is not only to pursue individual objective, but also the critical issue of the organization. It’s highly emphasizing the performance of Sales Representative with the fierce competition in financial industry. The variables impacting Sales Representative’s performance at the sales channel of financial holdings may include experience in the industry, age, gender, and education background, etc. Are there other variables will impact the sales performance as well? This study focused on “sales performance” at the channel of financial holdings to research the correlations of “market uncertainty”, “intensity of competition”, “professional competency”, and “advantage of new product”. The study result was acquired through the methodologies of factor analysis and regression analysis. According to the results of the empirical research , the implications of management becomes more understandable、valuable and helpful to financial holding.The empirical results show that : (1) “Market Uncertainty” has no significant impact on “Sales Performance”. (2) “Intensity of Competition” has no significant impact on “Sales Performance”. (3) “Professional Competency” has a significant impact on “Sales Performance”. (4) “Advantage of New Product” has a significant impact on “Sales Performance”.