CONCLUSIONS - DISCUSSIONS AND CONCLUSIONS

CHAPTER 5 DISCUSSIONS AND CONCLUSIONS

5.4 CONCLUSIONS

In conclusion, with the use of multiple data sources, and a longitudinal design, the present research shows that positive social and professional competence might predict objective and objective salesperson’s performance individual through two mediating variables:

affective and cognitive trust. These findings contribute to the literature and assist in developing theories on personal selling and sales management by answering

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APPENDICES

Appendix A: Questions for Thesis Study (for salesperson)

INSTRUCTIONS

Please be sure to answer ALL questions and only select one answer per question. We guarantee the strictest confidentiality.

SECTION I STATEMENT Part A:

For this type of account, how important would each of the following statements.

Strongly

SC-1: I deal effectively with customers.

SC-2: I converse well.

SC-3: I speak clearly and articulately.

SC-4: I converse easily on a variety of subjects.

SC-5: I am good at reading others’

body language. PC-1: I am knowledgeable.

PC-2: I know my products very well.

PC-3: I am not an expert. (-)

PC-4: I am an excellent source of information about the products.

PC-5: My knowledgeable about my products negative side effects and how to alleviate.

Please note that all of the answers you provide will be strictly confidential. For those questions followed by a blank box or space, please type in your response, or if writing by hand, fill in the answer in pen.

1. Name:_______________

2. How old are you?  Under 25 years 25-34 35-44 45-54 over 55 3. What is your gender? Female Male

4. What is your current educational level_____ (0 = did not graduate from high school;

1=high school graduate; 2= college graduate; 3=university; 4= graduate school above) 5. What is your title? (i.e., the position you hold in your company)_____________

6. How many years have you been in this company? _____________years.

7. How many years have you been in your current position? Less than 1 year 1-2 years

2-3 years 3-4 years 4-5 years More than 5 years 8. Worked with this manager _________________years.

9. Correspondence office__________________

Division_____________Group___________

SECTION IIICUSTOMER DATA

Please provide a portfolio of clients that had been face-to face contacted by the salesperson in recent one year.

Customer’s

name Customer’s address Customer’s phone

number

You Have Now Completed This Survey.

Thanks for Your Participation.

Appendix B: Questions for Thesis Study (for customer)

INSTRUCTIONS

Please circle the number that best corresponds with your response for each question. Please be sure to answer ALL questions and only select one answer per question. All responses are the strictest confidentiality.

Example:

Survey Questionnaire (For customer to fill out)

This section will ask questions of your perceptions of the salespersons (i.e., your primary contact within the company for negotiating group business agreements). For each of the two following sets of questions, please answer with regard to your primary contact from one of your salespersons in the past year. Note that it may help to visualize a specific person as you answer the questions.

Part A:

For this type of account, how agreement would each of the following statements to your primary contact (i.e., salesperson) with the insurance company.

AT-1: I’m confident that my sales agent will always care about my personal needs at work.

AT-2: If I shared my problems with my sales agent, I feel he/she would respond caringly.

AT-3: I can feel in the sales agent about my own concerns and needs.

AT-4: I’m sure I could openly communicate my feelings to my sales agent.

AT-5: I feel secure with my sales agent because of his/her sincerity.

agent to meet his/her responsibilities.

CT-2: I can rely on my sales agent to do what is best at work.

CT-3: My sales agent follows 1

58 through with commitments he/she

makes.

CT-4: Given my sales agent’s track record, I have good reason to doubt his/her advice. (-)

CT-5: I’m confident in my sales agent because (s) he approaches work with professionalism.

Please note that all of the answers you provide will be strictly confidential and kept anonymous. For those questions followed by a blank box or space, please type in your response, or if writing by hand, fill in the answer in pen.

1. How old are you?  Under 25 years 25-34 35-44 45-54 over 55 2. What is your gender? Female Male

3. What is your current educational level_____ (0 = did not graduate from high school;

1=high school graduate; 2= college graduate; 3=university; 4= graduate school above) 4.What is your title? (i.e., the position you hold in your company)_____________

5. How many years you have been dealing with your salesperson (years) _______

6. Marital status: Single/never married Married/with partner Separated, divorced, or widowed

7. Yearly income (NT dollars)  under 310,000 310,001~570,000

570,001~800,000 800,001~1,070,000 1,070,001~1,870,000 1,870,001 above 8. What policy do you buy from this salesperson?_____________

You have now completed this survey.

Thanks for your participation.

Appendix C: Questions for Thesis Study (for manager)

INSTRUCTIONS

Please circle the number that best fits with your response for each question. Please be sure to answer ALL questions and only select one answer per question. All responses are the strictest confidentiality.

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