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Exploring Strategies that Mortgage S...

Wilson, Carlos A.

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

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	Exploring Strategies that Mortgage Sales Leaders Use to Improve the Performance of Mortgage Sales Professionals and Reduce Turnover in Indiana./
作者:	Wilson, Carlos A.
出版者:	Ann Arbor : ProQuest Dissertations & Theses, : 2021,
面頁冊數:	187 p.
附註:	Source: Dissertations Abstracts International, Volume: 83-02, Section: A.
Contained By:	Dissertations Abstracts International83-02A.
標題:	Finance. -
電子資源:	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.
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