Abstract
Many sales management problems could be eliminated or at least mitigated if a successful sales type could be found. This would imply that successful salespeople are born, have acquired the necessary skills or possibly have been self- taught by experience. The sales manager’s task is to find such people. In this chapter the aim is:
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to review previous work on the desirable characteristics of salespeople
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to separate reality from myth in the ideal sales type
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to identify personality, knowledge and skills required in different selling jobs
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to evaluate the status position and role conflicts inherent in sales jobs
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to make assessments of the key determinants in higher sales performers.
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© 1998 Bill Donaldson
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Donaldson, B. (1998). Characteristics of Salespeople. In: Sales Management. Studies in Marketing Management. Palgrave, London. https://doi.org/10.1007/978-1-349-26354-7_3
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DOI: https://doi.org/10.1007/978-1-349-26354-7_3
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