| Summary: | 碩士 === 靜宜大學 === 觀光事業學系 === 103 === The study would explore what kind professional competencies the super salesmen should bear in their blood, and how they transfer the tangible skills into intangible inside knowhow, and how the inexplicit capabilities synergize the explicit to build up a super sales.
And there are five categories built in the successful salesmen, as following, high energy level, self-confidence, hunger for money, well-established habits, and the ability to see obstacles as challenges, those inside traits made a successful salesmen.
The study followed the principles of qualitative method to go on the research design, and adopted the in-depth interviews as an tool for collecting information of interviewees.
As the finding of research showed, generally speaking, successful salesmen expressed three common categories of the competencies, including:“Pro-active personality”, ”Person-environment fit” and “Professional competency”; and those categories would be further divided into “Goal-orientation”, “Value-perception”, “personal interaction”, “adjusted to environment”, “operational behavior for sales” and “knowledge transfer” in details.
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