The Individual Characteristics Of Empirical Research Capability For Sales Training Transfer Effect

Along with market competition intensifies, product homogeneity serious and marketsegmentation trends strength, the use of certain techniques to identify potential customers,achieve sales and maintain customer relationships has become the key to development ofenterprise. Therefore training of the sales has become a top priority of the training work.However, many companies find that the students have a high spirited passion when theyare trained, a very small percentage of learning can be used in practice. Therefore, thisstudy attempts to explore how individual characteristics to affect the sales training transferfor enterprises from the perspective of the trainee personal characteristics.And the studytries to provide a theoretical basis for interventions and guidance e In the training process,to promote enterprise optimize training effectiveness and improve ROI of sales training.This study uses qualitative and quantitative research methods. First, review andsummarize the relevant research about training transfer theory,and construct a theoreticalmodel. Then, based on sales training data from a well-known domestic enterprise, thisstudy verifies the theoretical model and discusses the influence mechanism of individualcharacteristics for the sales training transfer effect. Finally, the study puts forward somesuggestions of training interventions, and points out the limitations of the research and theprospects for future research.The paper finds that two dimensions of achievement goal orientation, achievementmotivation, and self-efficacy of sales lead a positive effect on training transfer effect, andself-efficacy of sales plays some intermediary role between achievement motivation andtraining transfer effect, plays a full mediator between mastery goal orientation and thetraining transfer, but doesn’t play a significant mediating role between achievement goaland training transfer effect. The conclusion confirms the point of Kanfer about therelationship between the status of the individual characteristics, traits of the individualcharacteristics and the behavior.