The Influence Of Attribution Training On Psychological Authorization Of Sales Personnel

Sales staff psychological level of authorization have been extensive concern of the industrypersonnel, but for its empirical study also is less, so the inner link among the attribution style ofsales staff, sales performance and psychological authorization level is particularly necessary.This article adopts the method of attribution training on the degree of psychologicalauthorized sales staff were measured before and after log reasons, with some education trainingcompany11new sales staff for the participants, a45-day period of training to them, whichconsists of five intervention, intervention approach is given priority to with group intervention.Research results found that attribution training can change the sales staff psychologicalauthorization level, sales staff psychological authorization levels increased significantly afterattribution training; Attribution training can also change the attribution style, attribution trainingafter sales staff’s attribution style of negative attribution score decreased significantly;Attribution training can improve the sales performance of sales staff. The specific conclusionsare as follows:(1) Through independent sample t test found that psychological authorization, attributionstyle, sales performance on the gender differences were not significant; In the different degreeauthorization of all levels and in different dimensions and sales performance attribution styledoes not exist significant differences.(2) Using independent sample t test analysis, the results showed that the sales staff workexperience significant differences in psychological authorization, attribution style, there is nosignificant difference in sales performance.(3) By the independent sample t-test, psychological authorization significant difference onattribution style, and positive attribution style group psychological authorization levels higherthan negative attribution style of psychological capital levels(4) Before and after the test the results of single factor analysis of variance showed thatafter the group attribution training, sales personnel authorized by the psychological test resultson the whole exists significant difference before and after the work significance, influence andself-efficiency measurement results significant difference before and after, and no significantdifference in autonomy; Self-efficacy of the measurement result is particularly significantdifference before and after.(5) Test results before and after the attribution style of single factor analysis of variance, theresults found that attribution attribution style had significant difference before and after thetraining, main performance and stable dimension within, especially the attribution of CoNegscore significant difference before and after the training, at the same time CPCN after group attribution training also showed significant difference before and attribution training. Anduniform dimension and CoPos score is not significant difference before and after the test.(6) Our education training company to participate in training the sales staff salesperformance compared before and after the test, the results found that visiting rate was nosignificant difference before and after the test, the application rate of significant differencebefore and after the test, the renewal rate significant difference before and after the test.