Journal of Applied Sciences1812-56541812-5662Asian Network for Scientific Information10.3923/jas.2013.1177.1184MaChih MinYuCheng TaoChengBor Wen82013138In the automobile distribution centers, salespeople are the
main representatives of the enterprises, who are responsible for communication,
sales promotion and helping customers to make purchase decisions, thus creating
revenues for the enterprises. Therefore, how to evaluate the sales performance
of the automobile salespeople is always an essential theme for management researchers.
This study aims to understand the impacts of salesmens personality traits
and the learning effects on the results of sales performance. The path analysis
of the proposed model shows that personality traits, such as Conscientiousness,
Extroversion, Openness and Neuroticism , will influence
sales performance. However, the mediated effects of learning do not have a significant
influence on different personality traits. By MANOVAs Post hoc analysis,
for male salespeople, learning is a more significant factor than it is for females’.
As to financial performance, a significant difference can be found in terms
of both years of service and marital status. Further verification shows that
the difference comes from years of service, but not from marital status. Therefore,
reducing staff turnover rate will result in a better financial performance for
the enterprises.]]>Pilling, B.K., N. Donthu and S. Henson,1999193545Keck, K.L., W.L. Thomas and G.L. James,1995151734Malik, M.E., B. Naeem and W. Ahmad,201221238912395Miao, C.F., K.R. Evans and S. Zou,200760417425Kotler, P.,200211th Edn.,Majeed, S.,20112011Rangarajan, D., L.B. Chonko, E. Jones and J.A. Roberts,200433289305Sujan, H.,1986234149Nasri, W. and L. Charfeddine,20124168175Boorom, M.L., J.R. Goolsby and R.P. Ramsey,1998261630Costa, P.T. and R.R. McCrae,1992Julian, L.,20062006Beswick, S.C. and D.W. Cravens,197714135144Dwyer, S., J. Hill and W. Martin,200020151159Porter, M.E.,19851st Edn.,Powell, T.C.,1995161537Smith, K.G. and C.M. Grimm,19878363376Gerbing, D.W. and J.C. Anderson,198825186192Fornell, C. and D.F. Larcker,1981183950