The personality profile of a successful sales representative in the liquor industry

Abstract

From a study of the relevant literature it is clear that in general characteristics of sales representatives, and their personality profile in particular, have not been clearly identified. The objective of this study was to seek clarification of this issue. Two instruments were used in the investigation; namely, the South African Personality Questionnaire and the Thurstone Temperament Schedule. These instruments were administered to 45 sales representatives in the liquor industry and it was established that successful and less successful sales representatives could be statistically differentiated in terms of personality profile. Opsomming Uit die relevante literatuur blyk dit duidelik dat die kenmerke van die verkoopsverteenwoordiger in die algemeen en sypersoonlikheidsprofiel in die besonder nie duidelik ornlyn is nie. Die doelwit van hierdie studie was om groter duidelikheid in die verband te verkry. Twee instrumente is in die ondersoek gebruik nl. die Suid-Afrikaanse Persoonlikheidsvraelys en die Thurstone Temperament Schedule. Hierdie instrumente is geadministreer aan 'n steekproefvan 45 verkoopsverteenwoordigers in die drankbedryf en daar is bevind dat suksesvolle en minder suksesvolle verkoopsverteenwoordigers statisties gedifferensieer kan word in terme van hul persoonlikheidsprofiele.

Keywords

• Personality profile
• Sales representative