• VENDING MACHINE INDUSTRY
• /
• no.summer
• /
• pp.66-70
• /
• 1999

본 협회에서는 점점 심해지고 있는 자판기 부실판매 대책의 일환으로 전문점 영업사원 등록을 시행, 등록이 인정된 영업사원을 대상으로 영업사원증 및 영업수첩의 제작 발급을 진행할 계획이다. 이번 자판기 영업사원증 및 수첩제작은 영업사원의 자질을 향상시키고, 소속감 및 책임감 배양을 통해 영업의 질을 크게 향상시키기 위한 목적으로 진행되느니 만큼 만반의 준비로 그 시행효과를 극대화시켜 나갈 계획이다. 현재 협회에서는 삼성전자, LG산전 전문점을 대상으로 본격적인 영업사원 등록작업에 착수했다. 이 영업사원 등록작업이 완료되면 본격적인 제작에 착수하게 되는데 그 발급시기는 10월경을 목표로 하고 있다. 그동안 방치만 해 왔던 영업사원을 대상으로 소속감과 책임감 향상효과를 부여하기 위해 진행되는 이번 시도가 애초 의도대로 큰 시행효과를 얻을 수 있기 위해선 본사와 전문점들의 적극적인 협조와 참여가 전재되어야 한다. 금호에서는 자판기 영업에 있어 새로운 변화의 바람을 선도할 영업사원증과 영업수첩 제작계획에 세부적으로 알아보는 시간을 마련했다.

• Knowledge Management Research
• /
• v.22 no.1
• /
• pp.183-215
• /
• 2021

The purpose of this study is to present a framework for sales activities necessary for the successful sales development in the sales process of value-based selling and to explore individual sales activities for successful value-based selling. When we understand value-based selling as a procedural progression in the sales process, integrate it into the sales activity framework, and segment your sales activities to identify the key activity elements for successful execution, the intrinsic effect of value-based selling can be achieved. Sales activities related to the success of value-based selling are reflected in the sales activity framework based on the sales process through literature studies and application cases in actual sales field, and detailed elements of individual sales activities for successful deployment are identified through case studies. Through literature research and sales practice in actual field, 13 sales activities are presented in the five-stage sales process, and 42 detailed sales activities for successful value-based selling through case studies are identified in an improved sales activity framework. Through this study, the sales activity framework provides a role in evaluating whether the sales function of value-based selling is being performed as a correct activity in the sales process, and whether sales opportunities with specific customers can continue value-based selling activities. The sales activity framework serves as a guide for successful value-based selling.

• The Journal of the Korea Contents Association
• /
• v.21 no.11
• /
• pp.543-552
• /
• 2021

Marketing-Sales-Interface(MSI) capabilities are known to have a positive impact on sales performance as pharmaceutical salespersons's ability to more effectively communicate their knowledge and experience in the market with internal resources in the organization. This study was conducted to analyze the mediating effect of pharmaceutical salespersons marketing-sales-interface (MSI) ability on sales performance through job satisfaction. Salespersons from five pharmaceutical companies nationwide were studied, and the survey was carried out for about a week from April 15 to April 23, 2021, and a total of 257 questionnaires were used for the final analysis. The main analysis result of this research is that, first, the MSI capabilities that pharmaceutical salespersons perceive showed a statistically significant positive (+) impact on job satisfaction and sales performance. Also, the MSI capabilities that pharmaceutical salespersons perceive had a statistically significant positive (+) impact on sales performance by mediating job satisfaction. The analysis results suggest the importance of MSI capability and job satisfaction for improving the sales performance of pharmaceutical salespersons. This study aims to come up with measures and provide baseline data related to salesperson management by paying attention to the mediating effects of job satisfaction on the impact of MSI on sales performance.

• Venture DIGEST
• /
• s.105
• /
• pp.38-39
• /
• 2007

IT벤처기업이나 디지털 콘텐츠기업에게 있어 영업비밀은 전 재산이나 다름 없을 정도로 매우 중요하다. 그러나 기업들 중 임직원들의 퇴직 후 경쟁업체 취업제한, 비밀유지 서약 등 영업비밀에 대한 보안대책을 가지고 있는 업체는 절반에 미치지 못하는 것으로 알려져 있다. 통계에 따르면, 영업비밀의 유출을 시도하는 주된 주체는 퇴직 임직원 이 69.4%, 현직 임직원이 16.7%인 것으로 나타나고 있다. 벤처기업들은 막대한 자금과 시간을 투입해 훌륭한 기술을 개발하고서도 영업비밀을 보호할 전문지식과 경험이 부족해 영업비밀이 경쟁업체에 유출되어 소송에 휩싸이거나 경쟁력을 잃게 되기도 한다. 영업비밀 보호는 한 기업의 존망을 넘어 그야말로 국가의 성장동력에도 커다란 영향을 미칠 수 있다. 이번 호에서는 영업비밀 보호와 관련된 법률적 제반 문제에 대해 살펴보고자 한다.

• The Journal of the Korea institute of electronic communication sciences
• /
• v.7 no.6
• /
• pp.1545-1553
• /
• 2012

Good salespeople are the deciding factors in the success of an organization. In particular, the role of the salesperson takes on a more important role. Accordingly, the first purpose of this study is to understand the personal values of salespeople; secondly, to study the explanation personal values, adaptability, and customer orientation have on salesperson's performance. The third purpose is to understand the structural link among each of the explanatory factors related to salesperson performance. Lastly, with these research results as a foundation, to find the implications regarding management strategy plans of valuable salespeople for marketing researchers and sales managers.

• 레미콘
• /
• no.3 s.11
• /
• pp.39-47
• /
• 1987

일본 레미콘업계는 년매출액이 무려 2조엔에 가까운 대규모시장을 놓고 영업활동을 벌이고 있다. 일본의 레미콘영업이 우리의 경우와는 시황ㆍ영업제도 등 상이한 점이 많겠지만 개약적인 영업의 실무를 살피는 것은 많은 도움이 될 것이다. 이번호부터 「시리즈 」로 약 6회에 걸쳐 게재되는 「레미콘영업의 실무 」는 일본 「건설재과연구회 」에서 발간한 것을 번역했다.

• Journal of Venture Innovation
• /
• v.6 no.2
• /
• pp.123-144
• /
• 2023

In the age of 100 years, it had become very important to prepare for unexpected dangers. This study was conducted to analyze the factors affecting the sales performance of financial planners. We analyzed the influence relationship of sales training, sales management, and customer orientation on sales performance, and furthermore, analyzed the impact of these influence relationships. To this end, sales training was subdivided into customer development, sales competency, and learning agility. Customer orientation was subdivided into the use of customer management system, SNS use, and customer service provision. Sales management was subdivided into goal orientation, manager leadership, and compensation system. The effect of these detailed variables on sales performance was empirically analyzed. To this end, a survey was conducted targeting currently active financial planners. The survey was conducted for a month in January 2023, and 250 valid samples were analyzed. The results of the empirical analysis were as follows. Customer development and learning agility had a significant positive (+) effect on sales performance. Sales competency were not tested for significance. Among customer orientations, SNS use and customer service provision had a significant positive (+) effect on sales performance. The use of the customer management system was not tested for significance. Among sales management, goal orientation and compensation system had a significant positive (+) effect on sales performance. Manager leadership was not tested for significance. The influence of variables that significantly affect sales performance was in the order of goal orientation, customer service provision, compensation system, slearning agility, customer development, and SNS use. Based on these research results, academic and practical implications were presented.

• The Journal of the Korea Contents Association
• /
• v.19 no.2
• /
• pp.305-316
• /
• 2019

This study aims to examine a relationship between creativity and work performance of salespersons, and understand how the relationship between salesperson's creativity and their work performance changed depending on the classification of sales business and the industrial category. An on-line survey was targeted for salespersons who were working in consumer goods sales, industry materials sales, financial business, and service industry. A total number of the completed surveys was 588. According to the study, creativity is an important competency to improve salespersons' work performance. Also, companies should focus on the investment in developing creativity of employees who are in charge of industrial materials sales compared to people in other industrial categories.

• Review of KIISC
• /
• v.28 no.6
• /
• pp.33-38
• /
• 2018

방위산업체는 방위산업기술을 전략적으로 관리하여야 한다. 이를 위해 본 고에서는 첫째 방위산업기술 관련 정보를 영업 비밀로 보호하여야 할 실익이 무엇인지를 "부정경쟁방지 및 영업비밀보호에 관한 법률"상 영업비밀의 보호목적, 성립요건 등을 "방위산업기술보호에 관한 법률"를 비교하면서 살펴본다. 둘째, 서울중앙지방법원 2017. 6. 30.자 2017카합80727결정을 검토하면서 전형적인 영업비밀 사건과 달리 방위산업기술과 관련한 사건에서 유의해야 할 점을 검토하여 영업비밀과 방위산업기술 관리 인식 등을 제고하고자 한다.

• Management & Information Systems Review
• /
• v.37 no.1
• /
• pp.1-18
• /
• 2018

This research performed the empirical test for the effects of sales performance on salesperson's job satisfaction, organizational commitment, and need for achievement using 375 salesperson samples in Korea. Analyzed direct effects among the factors and mediation effects of organizational commitment and need for achievement as well. Results showed that job satisfaction have a significant positive (＋) impact on organizational commitment and sales performance, and organizational commitment significant positive influence on need for achievement. However, organizational commitment have no significant effect on sales performance. Need for achievement have a significant direct effect on sales performance positively and have mediation effect between organizational commitment and sales performance. For the mediating effect, organizational commitment have significant result between job performance and need for achievement, but have no significance between job performance and sales performance. This paper suggest that the implications. First, this research exam integrated and detailed analyze for job satisfaction, organizational commitment, need for achievement, and sales performance including the results of verified in precedent study. Second, identify job satisfaction and need for achievement are important factors on salesperson's performance and find out through the empirical test the importance having balance of satisfaction of salesperson's own job and need for achievement in the sales field rather than consider only organizational commitment. Third, in the existing research, high need for achievement increase organizational commitment as a predictor of organizational commitment factor. In this research, claim that organizational commitment also become as a predictor of need for achievement and high organizational commitment make need for achievement higher. Consequently, need for achievement and organizational commitment be interact with each other and significant effect on sales performance of sales force.