| Summary: | 碩士 === 輔仁大學 === 國際經營管理碩士學位學程 === 106 === The study aimed to investigate the salespeople who were working in real estate agency industry. The major purpose was to understand the relationships between the personalities and job performances in real estate agency industry. It is to help the real estate agency to manage the human resource, enhance the sales performance and reach the organization sales target; real estate agency can develop suitable management system according to the different salespeople’s personalities.
This study conducted a case study by using the methods of depth interview with 1 sales manager and 7 salespeople in a local real estate agency. The study results were following: 1. The personality conscientiousness was highly related to the salespeople’s job performance. 2. The emotional stability was also important to the salespeople’s job performance but has less effect than conscientiousness. 3. Agreeableness, extraversion and openness to experience had positive influence to the job performance; but compared to the conscientiousness and emotional stability, there three personalities had less influence.
According to the conclusion of this study, when a real estate agency recruits new salespeople, it should consider the personalities and design proper training according to different personalities. This could help the salespeople to reach the sales target and get better job performance.
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