SELECTION AND TRAINING OF SALES STAFF WITH TELE 2 CROATIA TAKEN AS AN EXAMPLE

Maja Kolega () and Hrvoje Grcic ()
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Maja Kolega: VERN Polytechnic
Hrvoje Grcic: TELE2 d.o.o.

Economic Thought and Practice, 2011, vol. 20, issue 2, 591-602

Abstract: By applying classifications and personality types which are set by personality theories, this paper describes personality traits which are deemed as necessary or at least as desirable for a person involved in the sales process. Recognition of the requested personality traits is shown in the selection process which all candidates for sales position in Tele2 Croatia must take. Due to the complexity of entire sales discipline, the evaluation process does not stop with the selection of the candidate. Sales representatives are rather exposed to further testing even after being hired in the company. Since personal development is so important, as well as development of further expertise, sales person constantly takes different trainings and workshops. Besides personal development of an individual, the goal of those workshops is gaining information on the candidate which is then used for further profiling of sales persons.

Keywords: Sales performance; Personality assessment; Big five model (search for similar items in EconPapers)
JEL-codes: J24 L81 (search for similar items in EconPapers)
Date: 2011
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