Transcript Personal Characteristics and Sales Aptitude: Criteria for

Personal Characteristics
and Sales Aptitude:
Criteria for Selecting
Salespeople
Advanced Sales and Distribution
Management
Marketing 3345
Salespeople Born or
Made?
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Training and development represent
critical determinants of future success.
A strong ego, self-confidence,
decisiveness, and a need for
achievement must also be extant in
sales force candidates.
Costs of Inappropriate
Selection


Odds a salesperson will quit or be
terminated in first five years of employment
= 50/50.
People lacking the necessary personal
traits/abilities tend to leave the company
before training and experience can turn
them into productive sales performers.
Characteristics of
Successful Salespeople
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
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Aptitude and personal characteristics may
place an upper limit on an individual's ability
to perform in a sales job.
Enthusiasm consistently ranks among the
most important personal attributes in
selling.
General sales experience typically means
more than specific product or industry
experience.
Women in Sales and Sales
Management
Mark W. Johnston and Gary W. Marshall, Sales Force Management,
McGraw Hill, 2010
Compensation
Discrepancies
Mark W. Johnston and Gary W. Marshall, Sales Force Management,
McGraw Hill, 2010
The Importance of Image
What type of sales representative has a tougher time
making sales?
A sloppily dressed sales rep
94%
An unstylish sales rep (haircut, out of style outfit)
75
A physically unattractive sales rep
59
An overweight sales rep
54
A sales rep with a heavy accent
54
A very young looking sales rep
32
An older looking sales rep
8
Source: Melinda Ligos, “Does Image Matter?” Sales & Marketing Management, March 2010,
pp. 52–56.
The Importance of Image
What type of sales representative would you avoid hiring?
A sloppy dresser
80%
A rep who used salty language
A rep with visible body piercing or tattoos
An unstylish look
Male overweight
Female overweight
A heavy regional foreign accent
An unattractive female
An unattractive male
A very youthful appearance
Any older look
78
77
51
37
23
20
20
13
12
2
Source: Melinda Ligos, “Does Image Matter?” Sales & Marketing Management, March 2010, pp. 52–56.
Impact of Age on Sales
Force
Mark W. Johnston and Gary W. Marshall, Sales Force Management,
McGraw Hill, 2010
How to Build Trust
Mark W. Johnston and Gary W. Marshall, Sales Force Management,
McGraw Hill, 2010