Principles and Traits of Super Salesman

• Main Authors: Shiu-Chin Szu, 蘇秀錦
• Other Authors: Yung-Ho Chang
• Format: Others
• Language: zh-TW
• Published: 2014
• Online Access: http://ndltd.ncl.edu.tw/handle/04951455960907654260

碩士 === 東海大學 === 財務金融學系碩士在職專班 === 102 === The famous magazine in Taiwan, business weekly, had held activities with regarding to super salesman award since 2007 annually. These activities brought public concerns and respects about super salesman. Every super salesman has his own traits and principles. Because of their hard work, they create their own stages of life. This paper selects the salesmen who joined the summit meeting of Cathy Life Insurance Company as research sample. In addition, we compare the differences between the results of super salesman and ordinary salesman. We use anonymous questionnaires to discuss the principles and traits of super salesman. The results present that most of super salesmen have the certifications and professional knowledge of financial management. In addition, many super salesmen have various working experiences and strong communication and interpretation skills. Most of super salesmen not only have the enthusiasms about their work but also have the traits which are good listeners, trustworthy, harmonious and pleasant, high moral integrity, empathy, obliging. This paper also categorized the principles of super salesmen into three groups. The first group is self-demands and norms, the second one is customer perspective, and the last one is company's internal management and mechanisms of customer management. Based on the results of this paper not only can provide the advice for company’s human resources but also become the criteria for employee’s training and educations. Therefore, company can efficiently reduce the selling, general and administrative expenses and increase the company’s productivities.