TITLE

A SYNOPSIS OF THE LITERATURE ON CHARACTERISTICS OF SUCCESSFUL SALESPEOPLE

AUTHOR(S)
Longfellow, Timothy A.
PUB. DATE
March 1995
SOURCE
Journal of Personal Selling & Sales Management;Spring95, Vol. 15 Issue 2, p70
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article examines the results of previous studies on characteristics of successful salespeople. An attempt has been made to categorize the traits to enhance future analysis of the characteristics. It was concluded that while certain characteristics have been consistently shown to be related to sales success, there is no magic list of characteristics related to sales success over all sales situations. It is suggested that these characteristics may change over time in a job and that different characteristics are needed for different sales situations, e.g., different industries, different buyer type, etc.
ACCESSION #
9605143668

 

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