The Salesperson Personality: Of Know-It-Alls, Socializers and Allrounders

Christian Homburg (), Heiko Schäfer () and Janna Schneider ()
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Christian Homburg: Universität Mannheim

Chapter 17 in Sales Excellence, 2012, pp 217-235 from Springer

Abstract: Abstract The last few years have witnessed an increasing similarity between service offerings in many sectors. While there often used to be considerable differences in product quality, products nowadays are often virtually interchangeable in terms of level of quality and performance. Today, it is people that make the difference between suppliers. Their skills and abilities, their knowledge and their behavior often determine sales success. Enduring sales success has less to do with special sales techniques, but rather essentially depends on three aspects which the authors cover in this chapter: Personality traits Social skills Professional skills This chapter considers the nature of the salesperson personality and the blend of traits that can make a salesperson successful in different situations. For example, this chapter offers a unique typology of customers to which salespeople must adapt.

Keywords: Personality Trait; Social Competence; Customer Orientation; Personality Type; Professional Competence (search for similar items in EconPapers)
Date: 2012
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DOI: 10.1007/978-3-642-29169-2_17

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