Identifying Successful Industrial Salesmen by Personality and Personal Characteristics
Journal of Marketing ResearchPublished 1 November 1977
Lawrence M. Lamont, William J. Lundstrom
Citations65
SJR quartileQ1
SJR score6.96
SNIP2.42
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Abstract
Despite continuing research effort, little success has been achieved in the use of personality and personal characteristics to predict the performance of salesmen. From an empirical study, a set of personality variables and personal characteristics that appear to have value in the selection of industrial salesmen are identified. A synthesis of theoretical and empirical research appropriate to the selection problem is reported, and some suggestions are made to guide future research in industrial selling.
Keywords
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