Personality characteristics that predict effective performance of sales people

Willem Verbeke

Scandinavian Journal of Management, 1994, vol. 10, issue 1, 49-57

Abstract: 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: Sales; management; personality; traits; complex; systems; theory; conversations; recruitment (search for similar items in EconPapers)
Date: 1994
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