The Selling Situation as a Moderator of the Personality-Sales Performance Relationship: an Empirical Investigation

Avila, Ramon A.; Fern, Edward F.
November 1986
Journal of Personal Selling & Sales Management;Nov86, Vol. 6 Issue 3, p53
Academic Journal
This article presents information regarding the selling situation as a moderator of the personality-sales performance relationship. Currently, businesses in the U.S. spend more than $7 billion on various personnel administration activities. Of this total, a substantial amount is spent on recruiting and training salespeople. "A Sales and Marketing Management Survey" indicated that the average cost of training for industrial salespeople is $22,480, for consumer salespeople the cost is $15,090, and in the service sector the figure is $14,720. These costs represent an overall increase of 8.5% since 1981. While some of these costs! are necessary, some may represent dollars wasted on poor hiring practices. However, little has been published to guide managers in deciding what factors are most important in selecting new salespeople and in performing specific selling tasks. The research reported herein shows that some personality characteristics have the potential for managerial use in selecting sales personnel to successfully perform specific selling tasks.


Related Articles

  • Sales Territory Alignment: An Overlooked Productivity Tool. Zoltners, Andris A.; Lorimer, Sally E. // Journal of Personal Selling & Sales Management;Summer2000, Vol. 20 Issue 3, p139 

    The authors have a wide-spectrum of experience in territory alignment arising from research as well as direct interaction with over 300 sales forces. Based on their experience, they believe Bales territory alignment is one of the most frequently overlooked sales force productivity areas. Many...

  • HOW TO STAY ON TOP OF YOUR BUSINESS.  // Financial Management;Nov2008, p15 

    The article offers the key benefits of applying technologies on the management of business. First, business can assess how revenue is performing against forecasts if the bank manager suddenly calls. Second, businesses can integrate marketing and sales to the right sales teams and track them in...

  • How to Design Sales Territories. Talley Jr., Walter J. // Journal of Marketing;Jan1961, Vol. 25 Issue 3, p7 

    The article gives an example on how a company created its sales territories for maximum efficiency. The methods employed by the company in the past included separating the territories by individual categories such as geographical layout, dollar sales volume of accounts, and by district sales...

  • Job Performance Related to Management Control Systems for Pharmaceutical Salesmen. Futrell, Charles M.; Swan, John E.; Todd, John T. // Journal of Marketing Research (JMR);Feb1976, Vol. 13 Issue 1, p25 

    Conceptualization and empirical investigation of marketing management control systems have not developed to the point where terms, concepts, and methods are clear enough to provide reliable guidelines for managers of sales forces. Three national firms' salesmen's perceptions of their control...

  • Abstracts Section topic Areas.  // Journal of Personal Selling & Sales Management;Nov86, Vol. 6 Issue 3, p73 

    This article presents abstracts of several articles related to sales management from various publications. This article examines the purchasing practices of third sector organizations nongovernmental, not-for-profit organizations such as trade associations, professional societies, and...

  • When travel comes with the territory. Schirmer, John F. // Sell!ng;Aug97, Vol. 5 Issue 1, p10 

    Suggests some territory management strategies for making selling life more manageable. Segmenting the territory; Planning each trip carefully; Making service an issue; Striving for maximum efficiency; Not neglecting the home front; Using a strong wrap-up on every call.

  • A Quantitative Method for Structuring A Profitable Sales Force. Fogg, C. Davis; Rokus, Josef W. // Journal of Marketing;Jul1973, Vol. 37 Issue 3, p8 

    Choosing the most effective and profitable sales force is the single most important task facing sales management. The authors describe a quantitative method for deciding between alternate selling methods, choosing the number of sales agents and the management structure required, and estimating...

  • Driving Toward Action: Marketing & Sales Alignment. Goldman, Larry // DM Review;Jun2005, Vol. 15 Issue 6, p55 

    This article shows the benefits of aligning sales and marketing to business organizations in the U.S. In many business to business organizations, all roads lead to the sales organization. Sales typically generates the majority of the revenue for the organization and wields enormous political...

  • Special Abstract Section: National Conference in Sales Management. Flaherty, Theresa B. // Journal of Personal Selling & Sales Management;Spring98, Vol. 18 Issue 2, p71 

    Presents several abstracts related to professional selling and sales management. "Salesperson Job Involvement: Do Demographic, Situational, and Market Variables Matter?" by Felicia G. Lassk, Greg W. Marshall and William C. Moncrief; "Sales Force Values: Types, Propositions, and Potential," by E....


Read the Article


Sign out of this library

Other Topics