Analysis of the burnout syndrom of sales person: A research for furniture industry (Modef fair)

Human Resources is a key to success in business world. Thus, it's observed that an intensive interest into empowering human resources in terms of competitiveness. As the sales-persons have close relationship with their customers at human resource departments in business organizations, they have significant roles in reaching the targets and objectives of the organizations. The burn-out syndrome, stated as having productivity diminishing effect in terms of human resources in today's business and life conditions, it has become on important problem. The reasons behind this syndrome must be determined in dealing with it effectively. Business Organizations will be able to develop successful strategies in efforts to make human resources more productive by determining main reasons leading to burn-out syndrome. In this study, it is aimed to determine the burn-out syndrome levels of sales-people and main factors affecting the burn-out syndrome in terms of interactions between the workers and customers mentioned in internal marketing. Key Words: Sales People, Sales Management, The Functions of Sales Management, Burn-out Syndrome, Logistics Regression.