The Effects of Marketing-Sales Interface of Salesperson on Effective Selling Behavior and Sales Performance
Authors:   Asia-Europe Perspective Association, Park Junyoub , Park Jeong Eun 
Published: June 2018

Business environment in accordance with the competition, the role of the sales person in charge of the point of contact with customers is changing beyond the traditional level and the importance of strategic sales skills has emerged strongly. As a result, the needs of the sales manager of the ability to link internal and market organizations have increased more and then the strategic approach in the long term is required to salespeople in the field. This not only learning activities to improve the level of information gathering capabilities and knowledge, by providing connectivity to external resources within the organization together, we shall foster adaptive sales force in customer contact it means that such connection capability, organizations belonging may play an important role in the process proceeds to the organization of market-oriented. In previous research, the improvement of sales skills, have been investigated many as factors that affect the performance. However, the study of the connection of the ability to maximize the synergy between the functions of both sales and marketing for the adaptive sales and empirical studies was insufficient with the exception of some of the case studies. In this study, marketing and sales of the interface (Marketing & Sales Interface, following MSI) was defined by the ability to understand and cooperation and the ability to internal communication effectively for the organization experience and knowledge for the sales representative in the market, ability that can make the results of the maximum by dividing the share. The research conducted a questionnaire survey of sales representatives of the seven companies that are operating in the various industries. As a result of the analysis, MSI ability of salespeople empirical results, cooperation and sharing capability appears that a positive effect on the outcome mediate adaptive sales, the MSI capability of understanding found to have no effect It was. Adaptive sales, as demonstrated in previous studies, was found that a significant impact on sales performance and job satisfaction.
The suggestion of the study is that salespeople need another effort for the individual and the entire organization of the MSI for connection of the internal resources is the main role and it was confirmed absolutely necessary. This is focusing for practical important role of the sales representative that the investment and support of specific MSI capabilities is essential advanced strategy and for suggesting continuous capacity building from the point of view of business management to sales manager. With particular relationship based operating activities is to consider the Eurasian business environment with a major impact on the outcome and the cooperation of sales representatives who have played the role of the interface, understanding, sharing capabilities can be more important.
In addition, through this study, the part to be discussed the future about the reason why the MSI of understanding the market of learning ability is rejected. Through previous research, ultimately organization market directivity necessary to proceed to the center of the market and the importance of long-term strategy has been a lot of validation. But, bottom line of the interface role played by that salesperson, to understand the specific learning behavior and long-term strategy of market-oriented of the person, ie, outcomes MSI capability of understanding and exploratory learning activities of market does not recognize as a major variable which can be issued. Further viewed by focusing on portions have found indications that direction unmanaged emphasize the efforts of the execution of an important role of market-oriented in the sales of sales management dimension. This also can be seen at the limit point of the research, it is possible to re-check through the future of the longitudinal study and see complete the details over to a variety of industry in additional researc