Identifying Profit-producing Salesforce Members

Darmon, Ren� Y.
November 1982
Journal of Personal Selling & Sales Management;Nov82, Vol. 2 Issue 2, p14
Academic Journal
The article focuses on the identification of profit-producing salesforce. Finding a relationship between a salesperson's characteristics and his performance has been an extensively researched area in salesforce management. One reason which may account for this important stream of theoretical and applied research is that the identification of good sales producers through the use of personal data of personality traits has managerial relevance in several salesforce decision areas. Studies attempting to relate personal or personality traits to salespersons' performance have generally led to contradictory conclusions. Several reasons have been proposed to explain these results, like personality tests can be easily faked, the tests typically used were not specifically designed for salesforce situations or require a level of expertise in psychology that the interpreter often lacks. The measures of salespersons' success reported in the literature range from sales volume to evaluations of various other aspects of job performance.


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