在現今社會中,「業務人員」(salesman)這個角色代表的不僅是業績的創造,也代表著公司與客戶之間溝通的橋樑、問題的處理、解決及回應。有許多文獻探討關於業務人員的相關特質,但大部分都是以金融業及保險業為主,鮮少有人探討醫療產業的業務人員需具備的特質。本論文以醫療營養品公司為個案做研究,並採用SPSS之統計套裝軟體進行敘述性統計分析、t-test檢定、ANOVA分析、相關性分析及迴歸分析,試圖瞭解在醫療的產業中,業務人員的特質及工作投入狀況與營運績效是否有何相關影響。 研究結果顯示,在醫療營養品業務中,業務人員教育程度越高,其銷售績效越好;而所就讀的科系不一定是需要具有相關醫藥背景才能創造出好的績效,反而是業務人員在工作投入的程度上其總客戶數越多,銷售績效也會越高。 此論文意涵可幫助醫療營養品產業的企業主發現合適業務人員的特質,並讓想進入醫療營養品產業的業務人員了解自己的特質是否適合此產業及對此產業有所貢獻。
Salesman means not only to affect business performance but also to involve communications, resolving and responding to raised issues between company and customers in modern society. Most works of literature regarding to personality of salesmanfocused on this issue in finance or insurance-related business. Studies related to essential personalities of salesman in medical industries are also limited. To this end, I investigate the relationship between salesman personality, devotion, and performance using operation date fromMedical NutritionCompany. The results show that salesman with higher education, has better performance in productivity. In addition, devotions and passions of salesman can obtain more customers and business to company in Medical NutritionCompany. The findingsgive implications thatMedical NutritionCompaniescan identify the proper qalificationof salesman.According to this results, salesmenrealize their own personality which is suitable to medical nutrition industries and evaluate their contribution companies.