Who are your successful salespeople?
Bradley D. Lockeman Ph.D., John H. Hallaq Ph.D.
Journal of the Academy of Marketing Science · 1982 · Volume 10 · Issue 4
Abstract
Utilizing a systematic sample of 200 sales managers selected from manufacturing and wholesaling firms listed in the Dun and BradstreetMillion-Dollar Directory, a survey was conducted to determine whether or not a general profile of “successful” salespersons and another profile of “unsuccessful” salespersons could be constructed. A seven-point semantic differential scale was used to obtain ratings by sales managers of salespeople on each of twenty-four personal attributes. Profiles of “successful” and “unsuccessful” salespersons were found which showed large differences in ratings on the twenty-four personal attributes. Using factor analysis, a reduced set of personal characteristics was determined to predict “successful” and “unsuccessful” salespersons.
Keywords
Personal Characteristic, Personal Attribute, Sales Manager, Managerial Talent, Sales Force
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