Relationship Between Style And Sales Of Insurance Sales Staff To Explain

Explanatory style is one of the important concepts of positive psychology, is the view of the individual about what happened to themselves of success or failure, is the stability attribution of individual about diffident things (Seligman,1990). Due to the different attribution,in the face of the same thing, people who have different explanatory style will lead to different emotional or behavioral responses. So the different explanatory style may also react in processing work attitude and behavior. This article is from the perspective of explanatory style, select an area’s insurance salespeople for the study sample, to study the relationship between explanatory style and sales performance. On the one hand, select the salespeople to study because they are frequent to perceive the success or failure, and the sales staffs are sensitive to sales success or failure, considering the particularity of the sales, to some extent, salespeople’s explanatory style may affect the sales performance. Therefore, the performance of optimistic explanatory style tend to be better than the performance of pessimistic explanatory style, on the other hand, the outstanding sales not only has persuasive, skill, ability, attitude,and personality is also very important, psychological factor is one of the important factors, and explanatory style become the important factors that affect the psychological.Based on the above consideration, this paper analyse the relationship between the salespeople’s explanatory style and the sales performance, through literature study and empirical analysis to explore the relationship, at the same time, compare the difference of explanatory style between the salespeople’s and the general population’s. We draw the following conclusion:(1)Insurance salespeople and the general population have significant differences in some dimensions of explanatory style;(2) The insurance salespeople’s explanatory style is related to its performance;(3)The tenure and the sales performance were positively correlated. However, the gender and age has nothing to do with the sales performance;(4) The salespeople’age has the significant difference in PSG dimension, but the sales tenure has no significant difference in every dimension;(5) The salespeople’s gender has the significant difference in some dimension.