Sales Staff Professional Growth Of Its Turnover Intention Research

With the development of knowledge economy, how to build a sales force of high loyalty becomes a top priority. According to Organizational Career Management Theory, many scholars suggest manager using promotion or high payment to maintain excellent staff. However, with the development of flat organizational structure, the enterprise's professional growth resource is limited, how to efficiently use this limited resources is a big problem. So, with the advent of ICM and the limitless career management, it is a new way for maintaining good staff using training opportunities to enhance the employability of employees, then reduce turnover intentions. The research of this paper is based on how to efficiently use the limited resource for companies to maintain the core sales team.According two mentions as the inside professional growth and the outside professional growth, this paper divide the professional resource into four types: traditional career growth, learning career growth, comprehensive professional growth and laissez faire type of professional growth. Then, respectively research the relationship between inside and outside professional growth and the staff turnover intention under different client relationship. The paper obtained the result that the professional growth is negatively correlate with the turnover intention. The inside professional growth is still negatively correlate with the turnover intention when the outside professional growth is low. The quality of customer relations can modulate the relationship between inside professional growth and the turnover intention while it does not modulate the outside professional growth and the turnover intention. According this research, we get follow advices for manager to keep good sale employee:(1)when the outside professional growth is unbalanced, the manager can use the inside professional growth to motivate the sales staff. (2)According two dimensions, the quality of customer relations and the performance, effectively using the limited professional growth resource to maintain the excellent sales staff. Specifically, when the sales staff have a high quality customer relations and performance, using the traditional professional growth; when the sales staff with higher quality customer relations and lower performance, using permissive professional growth; when sales personnel have lower quality customer relations and higher performance, using comprehensive professional growth; when the sales staff have a lower quality customer relations and lower performance, using learning professional growth.