Identifying Successful Industrial Salesmen by Personality and Personal Characteristics
Open Access
- 1 November 1977
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing Research
- Vol. 14 (4) , 517-529
- https://doi.org/10.1177/002224377701400409
Abstract
Despite continuing research effort, little success has been achieved in the use of personality and personal characteristics to predict the performance of salesmen. From an empirical study, a set of personality variables and personal characteristics that appear to have value in the selection of industrial salesmen are identified. A synthesis of theoretical and empirical research appropriate to the selection problem is reported, and some suggestions are made to guide future research in industrial selling.Keywords
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