Salesman Individual Factors On The Inter-organizational Marketing

In recent years, the B2B business has been developing dramatically all over the world, including China. Same to the other industries, the Connector Industry has been also increasing sharply. Meanwhile, the competition becomes much more critical to all these enterprises in Connector Industry. Everyone is thinking about how to survive and develop in this circumstance. With the deeply market economy development in our country, marketing strategy and marketing talent becomes more and more important. However, the study and research on B2B market is much less than that on B2C market, and the discussion on the importance of sales person is even less. In this thesis, the research result by the professors and experts in the worldwide is systematically listed and compared. By reading this thesis, the sales person should be able to learn something on how to develop themselves as a super sales person, and the supervisors and managers will be able to get some benefit on how to train and coach their subordinates, and the HR will also get some good proposals on how to get some talentsThere are 5 chapters in this thesis. In the 1^st chapter, introduces the research background, research object and research purpose, we introduced the significant development of B2B market all over the world in the recent years, which shows the background of the research, also we indicated the purpose of this thesis on both aspects of academic and practical. In the 2^nd chapter, we introduced the research and study result on sales person's impact to B2B business, from some famous professors and scholars, and pointed out what needed to be improved. In the 3^rd chapter, we decided the 3 research methods which we will adopt, called Investigation with Questionnaire, Discussion and Dialogue and Case Analysis. In the 4^th chapter, the main chapter of this thesis, we listed out the main characters of sales person, presented the findings of questionnaire, and analysed the different impact to B2B marketing by different sales character. Finally, in the 5^th chapter, we gave the conclusion that, the character of sales person will impact B2B marketing of Connector Industry, also it will impact the B2B marketing of other industries. Due to the some limitation, more research and discussion are necessary on some topics, such as what kind of school age of sales person and what kind of age of sale person will be better to the B2B marketing activities, etc..