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The Role of Sales Beliefs in Facilitating Experiential Learning: An Empirical Study of Japanese Salespeople

机译：销售信念在促进体验式学习中的作用：对日本销售人员的实证研究

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摘要

The purposes of this research were to examine developmental experience at different career stages and to clarify the role of sales beliefs in promoting experiential learning of salespeople. By applying the theoretical framework of expertise research and cognitive psychology, data from Japanese real estate salespeople were analyzed. Results suggest that (1) experiential learning is activated in the later stage (from 6 to 10 years) of a career, and (2) salespeople who balance customer and goal achievement orientations learn from others in the early stage (from 1 to 5 years) of their careers. A discussion of the theoretical and managerial implications is presented.
机译：本研究的目的是检验不同职业阶段的发展经验，并阐明销售信念在促进销售人员体验式学习中的作用。通过运用专业知识研究和认知心理学的理论框架，对日本房地产销售人员的数据进行了分析。结果表明：（1）在职业生涯的后期（从6到10年）激活了体验式学习;（2）平衡了客户和目标成就取向的销售人员在早期（从1到5年）向他人学习。 ）的职业。提出了理论和管理意义的讨论。

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