What are the personality traits of the successful salesperson?

Abstract

41 items of the Bernreuter personality inventory which best differentiated successful salespersons from poorer salespersons were analyzed to determine what are the outstanding personality traits of the successful salesperson. The analysis indicated that the better salespeople report that they are (1) less moody, (2) more self-sufficient and self-confident, (3) more aggressive, (4) more social, (5) less self-conscious, (7) less desirous of telling of their own good or bad fortune, (8) less resentful of criticism, and (9) more radical than poorer salespersons. (PsycInfo Database Record (c) 2025 APA, all rights reserved)