[China Glass Network] Faced with the severe market situation, auto manufacturers have turned their attention to the sales staff of the first line, expecting to have several "winning sales" to improve their performance, as car sales personnel need to have some new personality characteristics. Here's a look at the professional character analysis of the car sales from the evaluation company.
According to the professional personality survey questionnaire of the famous evaluation company, it is used to test the professional character of the car sales staff. The questionnaire is used for the recruitment and selection of questionnaires. The respondents have the tendency to disguise their own in order to meet the requirements of the company. Therefore, the questionnaire design should reduce this tendency and test the true situation of the respondents. The self-comparative questionnaire has an advantage over the ordinary questionnaire design at this point, and can give the respondent a comprehensive quality profile.
The study selected 50 FAW sales personnel. According to the results of the questionnaires of the respondents and the performance evaluation level given by the company, the quality characteristics of sales personnel and sales personnel are compared by statistical method-t test. The research found that the sales staff are significantly different from the sales staff in terms of the quality of the rules and the friendliness. The sales staff is the so-called sales and sales ratio difference sales staff are more planned, like to follow the procedures and rules to work, attach importance to commitment, self-control, they are also more patient, good at listening, very sincere. Although there is no significant difference between the five sub-qualityes of experience inheritance, creativity, diversity seeking, adaptability and forward-looking, at the higher level of these five qualities, groundbreaking, There is a significant difference between the two. The groundbreaking score of the salesperson is significantly lower than that of the salesperson. In the empathy of modesty, friendliness and democracy, the sales staff is significantly higher than the sales staff.
The research results support the conclusion of Gallup Management Consulting Company, the sales staff sell according to the company's process, self-control, courtesy, decent manner, emphasis on commitment, strict self-discipline, no violation of rules, planning, not doing things with nature . This corresponds to the “rigorous work styleâ€, and the friendliness corresponds to “can establish a good relationship with the customerâ€. It also partially supports the conclusion that "A-type personality is suitable for sales". These results can be explained by the development stage of the automotive industry and the nature of the work of the car sales staff. Nowadays, the car sales staff is different from the general sales staff. They often sit in the exhibition hall and wait for the customers to come to the door without having to open up the market. The customers who come to the exhibition hall are all those who have already had the desire to buy. The sales staff must do the decent manner to receive the customers, listen patiently, grasp the real needs of the customers, introduce the models and the company's services in good faith, and plan to Customers arrange pre-sale, sale and after-sales services.
This discovery is in fact consistent with the more refined division of labor in modern society. The same is true when recruiting and selecting salespeople. Companies need to consider the characteristics of sales work to select the right sales staff. To select good employees, whether the characteristics of employees and enterprises and the mode of operation match also need to enter people's vision.
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