Tow-Level Conceptual Model of Factors Effecting Salespeople Performance

The company's competition first line is their salespeople. Salesperson's performance is critical factor for company performance in competitive market. Identifying factors effect their performance results in better planning، strengthen and facilitating those factors. In this paper researchers attempt to identifying factors effect salesperson's performance in individual (job perceptions) and sales unit based on multilevel theory. Salespersons are nested in sales unit, hence applying multilevel theory seems necessity. Researchers try to design a proposed two level based on representing multi-level methodology. Finally, we formulate multi-level equations based on the proposed model.