Personality characteristics that predict effective performance of sales people
Scandinavian Journal of Management p. 49- 57
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|
|ERIM Article Series (EAS)|
|Scandinavian Journal of Management|
|Organisation||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