CHAPTER 8
Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople
LEARNING OBJECTIVES
What makes a good salesperson? This question is the focus of Chapter 8. Perhaps no other question faced by sales managers is more important because it has such a profound effect on every aspect of a manager’s job. From recruiting and selecting to motivating and evaluating a sales force, one of the important questions—if not the most important—is, “What makes that person successful (or not successful)?” Sales managers are constantly looking for those characteristics that consistently define success or failure.
After reading this chapter, you should be able to:
- Understand the answer to the question, “Are good salespeople born or made?” ...
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