Study On The Impact Of Activity Control On Adapative Selling Behavior

Salespersons as a strategic resource of enterprises,how to manage them to enhance corporate value and achieve the strategic objectives of enterprises,is the focus of enterprise management and difficult,but also sales management theory and practice of hot research.Salespersons in the face of the growing complexity of the work environment,external and customer,internal and many departments of the company,which not only increased the workload of salespersons,but also the overall ability of salespersons have a higher demand,salespersons need to timely and flexible adjustment of sales behavior to better meet customer needs.There are many scholars who have proved that activity control is positively related to the behavior of sales staff,but some scholars believe that activity control will increase the pressure and have a negative impact.On the basis of summarizing the previous research,this study takes the salespersons of the enterprise as the research object,and studies the influence of the senior management on the sales of the salespersons.In addition,this study is based on Baumeister's theory of emotion as a feedback system to study the mediator role of anticipated gratitude in activity control to adaptive selling behavior.This study collected 284 valid questionnaires by distributing questionnaires to salespeople in various sectors such as furniture,finance,electronics and chemical industry.The study confirmed that the senior management's control of the salespersons' activities to the salespersons positive impact,and the mediator role of anticipated gratitude in activity control to adaptive selling behavior.Based on the research conclusion,this paper puts forward the theoretical significance and practical value of the research,and puts forward some suggestions on the management of salespersons.