1993
Personality characteristics that predict effective performance of sales people
Publication
Publication
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.
| Additional Metadata | |
|---|---|
| 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 | |
| Organisation | Erasmus Research Institute of Management |
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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
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