مجلة أداء المؤسسات الجزائرية
Volume 4, Numéro 2, Pages 29-46
2016-01-21
أثر الخصائص الشخصية لرجل البيع على أدائه البيعي دراسة ميدانية على قطاع السيارات في الجزائر
الكاتب : مجاهدي فاتح . مداح نادية .
الملخص
This study aims to provide a new contribution to the existing literary background on salesman personality traits, and to the studies analyzing his performance, through the study of the impact of salesman personality traits including: physical, psychological and cognitive traits on his selling performance. Accordingly, this study highlights the theoretical concepts related to personality in general, in addition to the use of statistical methods to analyze the potential differences in performance between salesmen in the Algerian automotive sector, and what are the main reasons behind these differences if they exist. The main findings of this study confirm the existence of an effect of all salesmen traits and personal characteristics on their performances.
الكلمات المفتاحية
salesman, personality traits, personal selling, selling Performance, the automotive sector in Algeria.
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