Analysis of Hiring Process an Empirical Study of Selling Sector in Pakistan

This research study was conducted to identify best 10 personality traits and skills a salesperson should possess to successfully work in sales environment of Pakistan. The study consisted of five stages. During the first stage, total 45 different personality traits and job related skills were identified through literature review. These 45 factors were further investigated from Sales Managers according to their relative importance in the second stage. After analyzing the data, top ten personality traits and attributes were considered as essential factors to successfully work in sales environment. These factors were later validated in the third and forth stages under empirical and experiential studies respectively. The fifth and the final stage was executed for the development of standardized questionnaire to be used by Sales Managers for the recruitment and selection of salesforce at entry level