Relationship of Type A behavior pattern, self-efficacy perceptions on sales performance.

The article focuses on self-efficacy perceptions on sales performance. Self-efficacy is the judgment of one's capabilities to organize and execute courses of action required to attain designated types of performance. It is essential to identify factors which contribute to sales effectiveness. Of the studies which examined factors related to the effectiveness of salespeople, in a sample of insurance salespeople, it was found that the ability to generate intrinsic or task feedback resulted in higher sales performance only for salespeople with such feedback. It is possible that the ability to generate task feedback directs the salespeople to reduce the discrepancy between present behavior and their standard of comparison, which results in subsequent higher performance. Six attributes for sales success are--abounding self-confidence, a habit of perseverance, a high level of energy, a value system marked by a chronic hunger for money, more status, and a better standard of living, a habit of working hard and a tendency to be very competitive.