Research On The Relationship Between Personality, Coping Style And Job Performance Of Automobile Sales Personnel

Individual personality is inherent, enduring feature of the system, this feature of the system to promote the consistency of individual behavior, but character is the construction of basic bricks of personality, have an impact on human behavior and perception explicit role.Coping Style refers to the way to deal with an individual in response to pressure from both inside and outside of the context, in order to alleviate the pressure and deal with emotional distress and cognitive conflict accompanying habit of using the means or strategies. Previous studies have found that personality and coping style would work performance of employees affected.Car salespeople work situations which will encounter a variety of problems, Personality and coping strategies adopted by different, the results obtained are also different. This will not only affect their job performance, but also affect corporate profits, and even corporate image. At present, research in this area is less. Therefore, this study 200 car salesmen were tested recovered 177 valid questionnaires, the effective rate of 88.5%, taking questionnaire to the Big Five Personality Q uestionnaire Short Form, Shaw plans to respond to a questionnaire prepared by the way, Behrman and Perreault preparation the sales performance scale for measuring tools, car sales staff to study personality, should the other party influence on job performance, the following conclusions:(1) Responsible car salespeople and extraversion scores highest, the lowest score neurotic aspects; mature coping car salesmen higher scores than mixed immature coping styles and coping styles, immature coping lowest score; work mean overall performance of various dimensions and overall performance are high;(2) There are significant gender differences in persona lity dimensions of responsibility, car salespeople men scored significantly higher than females. In fantasy coping, problem-solving, there are significant gender differences in three dimensions for help. Job performance score no gender differences;(3) Ages car salesmen were no significant differences in their personality, coping style and work performance score.(4) Different cultural levels of car salesmen in neuroticism, openness, there are significant differences, including college education level of car salespeople lowest score neuroticism, openness highest score. Different cultural levels of car salespeople are also significant differences in the two dimensions of fantasy and remorse. Specific performance of tertiary educational level of car salespeople fantasy lowest score, undergraduate and sales staff in the lowest score of remorse.(5) Working time has no effect on car sales Personality, coping style, impact on job performance. Business Hours 4-10 years of automotive sales staff work performa-nce the highest score.(6) Car sales staff nervous and fantasy, self-blame, retreat, rationalization, problem solving significant correlation; extraversion and self-blame, retreat, rationalization, solve problems, help significantly correlated; openness and solve problems, help significantly correlated; agreeableness blame, avoidance,rationalization, solve problems, help significantly correlated; sense of responsibility and self-blame, retreat, rationalization,solve problems, help significantly correlated;(7) Car sales staff nervous and job performance was negatively correlated; extraversion, openness and accountability is positively correlated with job performance; agreeableness no impact on job performance.Further interviews with 15 sales managers, personnel managers come to the car companies in the recruitment of sales staff in the form of a single interview, rarely used scientific scale test candidates personality and coping style. In training for staff training only product knowledge, business processes, sales skills, and etiquette training is less, while training on personality, coping style is almost empty.