Personality characteristics that predict effective performance of sales people

In sales literature the role of personality traits in the prediction of salespeople's performance is a hot topic. This study, based upon an administered personality test, suggests that salespeople's personality traits -- specifically, the ability to elicit information from others, to self-monitor during conversations, and to adapt during conversations -- are good predictors of performance.

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Year of publication:	1994
Authors:	Verbeke, Willem
Published in:	Scandinavian Journal of Management. - Elsevier, ISSN 0956-5221. - Vol. 10.1994, 1, p. 49-57
Publisher:	Elsevier
Keywords:	Sales management personality traits complex systems theory conversations recruitment

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Type of publication:	Article
Source:	RePEc - Research Papers in Economics

Persistent link: https://www.econbiz.de/10009217710