本論文是想透過對高績效業務人員及低績效業務人員的調查，來了解不同績效業務人員在「個人屬性」是否有差異。研究的主要目的是欲了解高低績效業務人員在「工作價值觀」、「情緒智慧」、「性格」及「溝通模式」是否有顯著差異；其次，探討個人變項對個人屬性的影響。研究成果將提供建議，供業務性質公司之參考。
本研究採問卷調查方式，藉由參考學者的問卷為工具，以安泰與安麗公司的高績效業務人員及低績效業務人員兩群為研究對象，以便利抽樣法方式進行調查，總共發出260份問卷，回收241份，無效問卷為29份，有效問卷為212份。資料分析利用EXCEL及SPSS等電腦軟體進行資料的整理及分析。所採用的統計方法包括敘述性統計－次數分配及百分比、推論性統計－T檢定(T-test)、單因子變異數分析(one-way ANOVA)及卡方檢定(chi-square test)等。
　　研究結果顯示高低績效業務人員在「工作價值觀」、「情緒智慧」、「性格」上具有顯著差異。不同個人變項之業務人員在「工作價值觀」、「情緒智慧」、「性格」、「溝通模式」各構面上具有顯著差異。
　　根據本研究結果對業務性質之公司提出下列建議(１)公司應建立一個有系統的心理測驗工具，以有效選出具有高績效潛能的業務人員(２)公司應建構一套有效的教育系統，使內部員工可以不斷進步，擴增公司業績。

This present study is to investigate whether there exists significant differences of the personal attributes between salesforce of high and low performance Therefore, the main research purpose is to assure whether these two sorts of salesmen have significant differences among four kinds of personal characteristics: “Work Values”, “Emotional Intelligence”, “Aptitude”, and “Communication Model.” Then, we want to find out whether the demographic variables would influence the personal characteristics. Finally, we would provide meaningful conclusion for sales company.
We design a questionnaire consulted scholars’ to carry out this survey. Sales force of high and low performances from ING and Amway are selected and we distributed 260 questionnaires to those employees by convenient sampling. There are 241 questionnaires are returned, 29 questionnaires are ineffective, and 212 of them are effective samples. We adopted EXCEL and SPSS to analyze data. Statistical methods used in this study include descriptive statistics, T-test, one-way ANOVA and chi-square test.
Results show that there are significant differences between Work Values, Emotional Intelligence, and Aptitude of sales force of high and low performances. And there are significant differences between Work Values, Emotional Intelligence, Aptitude, and Communication Model to the demographic variables of those sales force.
Base upon the discovering from the research, some suggestions are proposed.（1）A business should establish a systematic psychological test to select sales force of high performance potentials. （2）A business should built an effective on-job training to make internal employees progress constantly to increase the feat of this company.

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