The Influence of Sales-force System on Salesperson’s Job Attitude and Sales Performance

Purpose: The salesperson, the core of the operating activities, plays the role of connecting the inside and outside of the company, representing the company to the consumer and identifying and responding to the customer s needs. The department store industr y is the most representative retail industry in South Korea, and competition a mong its peer group and industry is intensifying, requiring differentiated service sales activities and performance from its employees. This study divided the sales force system into ac tivity control(process process-oriented control) and output control(performance performance-oriented control) and verified the differential impact on the job attitude of the salesperson (e.g., job satisfaction and burn burn-out), respectively. In addition, the effect of job satisfaction and burn burn-out of the salesperson on the job performance were chec ked. Research design, data, and methodology methodology: The survey was conducted on 200 sales people working at five branch stores of Hyundai department store in Seoul, and 194 of them were analyzed. The reliabili ty and validity of the variables were analyzed and hyp otheses were verified through the SEM. ResultsResults: Results have shown that activity control has a greater impact on burn burn-out compared to output control, and output control has a greater impact on job satisfaction compared to activity control. It has been show n that the salesperson s burn burn-out does not affect sales performance, but that job satisfaction has a positi ve effect on sales performance. ConclusionsConclusions: This study examines the effect of sales force management system such as activity control and output cont rol, on the job attitude and sales performance in department stores. According to the results of this research, each of two control systems have a discriminatory effect on the job attitude variables. For the sal es man managers of department store, it is recomm ended to increase the efficiency of sale