There are four variables that influence the sales behavior, and the use of them vary according to the culture, and the correct understanding of the variables help sales manager to generate revenues, build image and satisfy customer through the good action of the salespersons
the variables are:
1. Organizational commitment
2. Leadership behavior
3. Role stress
4. National culture
Since my personal experience working in clothing stores during vacations, I realize that in terms of organizational commitments salesperson are not so committed with the goals and values of the company, in some cases these factors are unknown and are not relevant to the way they work. I think that this situation is an effect of the position they develop in the company and how is the relationship between managers and salesperson, because if manager are interesting in increase the importance of strong belief in values and goals and identification with them, they should promote them and highlight the importance of them, and why is important to always work thinking about the goals of the company to can achieve them. in my personal case I never received information about the goals of the company, for that reason you make your job, but you do not give more of your self to help the company achieving those objective, the values are more commonly sharing, because according to the values of the company must your behavior.
In the case of "Continuance" commitment, is difficult to find salespersons with real willingness to continue working in the company, because the majority of them work in that because they need the job, so they make it as a necessity, knowing that is one of the most demanding work in the sales chain ( including a lot of hours working without sitting, they must work the weekends, they only have one day of rest, they must accept the customers difficult requirements, etc)
In terms of leadership it is difficult to find salespersons with own leadership, it must be motivated by economical incentives to be taken into account by salespersons, because they do not see the need to be a leader if they do not receive the benefits of it. The work climate do not promote´s subordinates trust and respect, because they are not really taking into account by the managers. I think that it can be solved in a process of a deeper integration of the salesperson with the decisions and projects developed by manager, because in my personal opinion the salesperson are very important to a company because they are who have the personal contact with the customer and can help the company indicating the preferences of the customer and also reflecting the image that the company wants to be perceived outside.
I think that the role ambiguity is perfectly understood by the colombian salesperson because the companies are uncharged of prepare the employee to develop the job, and to react to different situations, it make part of a training that receive the salesperson before begin to work in the store. and all the tasks that must be made by the salesperson are informed periodically thanks to the relationship managers - salespersons. Anymore salespersons must report which of the task have been achieved and which have not. The salesperson usually is prepared to respond to role conflict because in the job is included to answer to demands inside the company (manager) and outside (customers).
With national culture, it is difficult to find a salesperson that prefer individualism instead working in group, because our culture is focused on the work in team always and sometimes it is an advantage because it allow the sharing of ideas between the group and the faster development of tasks. The power distance is very common because colombian salesperson always are waiting that supervisor tell them what to do and how because they lack initiative to do the things without wait until tell them to do it, and to do things of a different way that can make the company more efficient.
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