東華大學圖書館 |

Language: English

Help

回圖書館首頁

手機版館藏查詢

Back

Switch To: Labeled | MARC Mode | ISBD

Exploring Strategies that Mortgage S...

Wilson, Carlos A.

Linked to FindBook

Google Book

Amazon

博客來

Exploring Strategies that Mortgage Sales Leaders Use to Improve the Performance of Mortgage Sales Professionals and Reduce Turnover in Indiana.

Record Type:	Electronic resources : Monograph/item
Title/Author:	Exploring Strategies that Mortgage Sales Leaders Use to Improve the Performance of Mortgage Sales Professionals and Reduce Turnover in Indiana./
Author:	Wilson, Carlos A.
Published:	Ann Arbor : ProQuest Dissertations & Theses, : 2021,
Description:	187 p.
Notes:	Source: Dissertations Abstracts International, Volume: 83-02, Section: A.
Contained By:	Dissertations Abstracts International83-02A.
Subject:	Finance. -
Online resource:	https://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=28643947
ISBN:	9798516978838

Exploring Strategies that Mortgage Sales Leaders Use to Improve the Performance of Mortgage Sales Professionals and Reduce Turnover in Indiana.
Wilson, Carlos A.

Exploring Strategies that Mortgage Sales Leaders Use to Improve the Performance of Mortgage Sales Professionals and Reduce Turnover in Indiana. - Ann Arbor : ProQuest Dissertations & Theses, 2021 - 187 p.

Source: Dissertations Abstracts International, Volume: 83-02, Section: A.

Thesis (D.B.A.)--University of the Southwest, 2021.

This item must not be sold to any third party vendors.

Sales professions are a vital component within the United States workforce contributing nearly a trillion dollars to the economy. While sales professions make up nearly 7% of the United States workforce, turnover is disproportionately high with 10% of sales companies reporting turnover rates in excess of 50% within their respective sales departments. The purpose of this phenomenological study was to explore strategies mortgage sales leaders use to improve performance of mortgage sales professionals and reduce turnover in Indiana. Both the human motivation and path-goal theories underscored the study serving as a conceptual framework that guided the research. Interview data were collected from 12 sales professionals who work in Indiana engaged in mortgage industry sales roles identified as achieving success in their respective careers. Analysis of the data included thorough review of interview notes, field observation, along with keyword and theme identification. As an outcome to the data analysis, 5 themes emerged. The 5 themes included (1) associate confidence, (2) attitude and objection handling, (3) transformational leadership, (4) goals, positive reinforcement, incentives, and (5) training and coaching. The findings of the study may contribute to positive social change for sales professionals and general community members as unemployment has been linked detrimentally with mental health, public health, and welfare policy.

ISBN: 9798516978838Subjects--Topical Terms:

542899
Finance.
Subjects--Index Terms:

Sales

Exploring Strategies that Mortgage Sales Leaders Use to Improve the Performance of Mortgage Sales Professionals and Reduce Turnover in Indiana.
LDR:02713nmm a2200385 4500 001 2283847
005 20211115071701.5
008 220723s2021 ||||||||||||||||| ||eng d
020 $a 9798516978838
035 $a (MiAaPQ)AAI28643947
035 $a AAI28643947
040 $a MiAaPQ $c MiAaPQ
100 1 $a Wilson, Carlos A. $3 3562891
245 1 0 $a Exploring Strategies that Mortgage Sales Leaders Use to Improve the Performance of Mortgage Sales Professionals and Reduce Turnover in Indiana.
260 1 $a Ann Arbor : $b ProQuest Dissertations & Theses, $c 2021
300 $a 187 p.
500 $a Source: Dissertations Abstracts International, Volume: 83-02, Section: A.
500 $a Advisor: Arnold, David.
502 $a Thesis (D.B.A.)--University of the Southwest, 2021.
506 $a This item must not be sold to any third party vendors.
520 $a Sales professions are a vital component within the United States workforce contributing nearly a trillion dollars to the economy. While sales professions make up nearly 7% of the United States workforce, turnover is disproportionately high with 10% of sales companies reporting turnover rates in excess of 50% within their respective sales departments. The purpose of this phenomenological study was to explore strategies mortgage sales leaders use to improve performance of mortgage sales professionals and reduce turnover in Indiana. Both the human motivation and path-goal theories underscored the study serving as a conceptual framework that guided the research. Interview data were collected from 12 sales professionals who work in Indiana engaged in mortgage industry sales roles identified as achieving success in their respective careers. Analysis of the data included thorough review of interview notes, field observation, along with keyword and theme identification. As an outcome to the data analysis, 5 themes emerged. The 5 themes included (1) associate confidence, (2) attitude and objection handling, (3) transformational leadership, (4) goals, positive reinforcement, incentives, and (5) training and coaching. The findings of the study may contribute to positive social change for sales professionals and general community members as unemployment has been linked detrimentally with mental health, public health, and welfare policy.
590 $a School code: 2060.
650 4 $a Finance. $3 542899
650 4 $a Education finance. $3 3172165
650 4 $a Behavior. $3 532476
650 4 $a Failure. $3 3561225
650 4 $a Success. $3 518195
650 4 $a Values. $3 518648
650 4 $a Professions. $3 563675
650 4 $a Skills. $3 3221615
650 4 $a Motivation. $3 532704
650 4 $a Research methodology. $3 3559994
650 4 $a Libraries. $3 525303
650 4 $a Qualitative research. $3 536745
650 4 $a Education. $3 516579
653 $a Sales
653 $a Sales in real estate finance
653 $a Sales leadership
653 $a Sales recruiting
653 $a Sales success
653 $a Sales turnover
690 $a 0508
690 $a 0277
690 $a 0515
710 2 $a University of the Southwest. $b Business Administration. $3 3543267
773 0 $t Dissertations Abstracts International $g 83-02A.
790 $a 2060
791 $a D.B.A.
792 $a 2021
793 $a English
856 4 0 $u https://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=28643947