Personality characteristics that predict effective performance of sales people
January 1993
Article
pp 49-57.
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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.
Keywords
Automatically Extracted Terms
- personality
- salespeople
- scale
- conversation
- self-monitoring
- personality traits
- people
- trait
- performance
- opener
- characteristic
- behaviour
- manager
- study
- control
- company
- ability
- weitz
- table
- spiro
