Research On The Factors Affecting Sales Performance Of Marketers From Internet Channels

In recent years,China has seen a fast development in the internet industry.Studying the factors that influence the sales performance of the internet channels not only can show the their direct relation with the company's income,but also is important to: 1.reduce the information opacity between cites and the country side;2.eliminating the barriers on the flow of products;3.increase urban and rural employment;4.elevating people's living standard.This article introduces the theories adopted in this research,focusing on sales channel theories and sales necromancy theories,which provides a solid theoretical basis for later analysis.The article is based on internet sales personnel and from a comprehensive angle,providing a case analysis considering sales training,product,pricing,channel,etc.Through the analysis,this research is intended to discover the trends of the factors and present relevant advice and strategies.In the case analysis,this research builds an ordered multi-categorized logistic regression model.It employs SPSS software to analyze and process the sample data.Here are the factors that found influential in sales performance:(1)Sales personnel's personal conditions: age,working years and working position have positive influences on sales performance;(2)Client's condition: key figure,potential clients' percentage and clients' business model have positive influences on sales performance;(3)Pricing of product: non-property and non-insurance package products' percentage has positive influences on sales performance,while the percentage of the sales of products that are priced 4,000-6,000 yuan does not show obvious influence;(4)Motivation for promoting: the company's external promotion's percentage has positive influences on sales performance,while the percentage of internal promotion does not show obvious influence;(5)Training:the sales personnel's training number and time do not show any obvious influence.According to the results,this article gives the following strategies and advice:(1)improve sales personnel's personal abilities;(2)increase the number and quality of clients;(3)enrich the prices of products and packages;(4)using moderate and proper promotion motivations;(1)provide efficient training.