The relation of salesperson interaction with customer and salesperson performance (Case Study: Vowel and pictorial products)

Abstract

In this research the relation of salesperson interactional behaviors with customer and salesperson performance is investigated. Also the relation of idealized influence behavior, inspirational motivation behavior, intellectual stimulation behavior, individualized consideration behavior and smart selling behavior with salesperson performance, regarding vowel and pictorial products is studied. In this research a sample of 270 persons from Tehran’s relevant population, were examined. This is a descriptive study. Instrument for data collection is questionnaire. After data analysis, 4 out of 5 hypothesis were accepted. The only rejected hypothesis was the relation of salesperson intellectual stimulation behavior with salesperson performance. Finally the results show, there is a significant relation between salesperson behavior interaction with customer and salesperson performance.

Keywords

• idealized influence behavior
• Individualized consideration behavior
• Inspirational motivation behavior
• Intellectual stimulation behavior
• Salesperson behavior
• Salesperson performance
• Smart selling behavior.