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.

complex systems theory, conservations, personality traits, recruitment, sales management
dx.doi.org/10.1016/0956-5221(94)90036-1, hdl.handle.net/1765/12723
ERIM Article Series (EAS)
Scandinavian Journal of Management
Erasmus Research Institute of Management

Verbeke, W.J.M.I. (1993). Personality characteristics that predict effective performance of sales people. Scandinavian Journal of Management, 49–57. doi:10.1016/0956-5221(94)90036-1