TITLE

THE FORTUNE 500 COMPANIES' SELECTION CRITERIA FOR PROMOTION TO FIRST LEVEL SALES MANAGEMENT: AN EMPIRICAL STUDY

AUTHOR(S)
Guest, Donald B.; Meric, Havva J.
PUB. DATE
September 1989
SOURCE
Journal of Personal Selling & Sales Management;Fall89, Vol. 9 Issue 3, p47
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The article examines the criteria of selection for further promotion in sales management. The most important element in a productive sales force is effective supervision. The article rates intellectual ability, motivation, human relations skills, social abilities, dominance, high energy, persuasiveness, personal impact, behavior flexibility, ambition, emotional control, and leadership as desirable qualities. In the survey conducted most respondents perceived dominance, to be "crucial" to effective management performance including five other traits namely intellectual ability, motivation, persuasive powers, human interaction skills and ambitiousness. The article points out that others did not agree with dominance because it was considered to be "unpleasant", "overbearing", and "unduly aggressive" rather than a quiet determination to "have one's way". No significant difference in turnover rates appeared between those firms which used psychologcal batteries or qualified psychologists and those which did not.
ACCESSION #
6654158

 

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