Also, stewart (1996) found that extraversion was. Outside from personality, sitser et al By examining the validity of personality as a predictor of sales performance in the context of mlm
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While significant relationships were indeed observed between certain facets of personality (specifically components of conscientiousness, extraversion, and resilience) and sales performance, they were weaker than those found in existing literature.
Covariance structural analyses revealed proximal motivational variables to be influential mechanisms through which distal personality traits affect job performance
Specifically, striving for status and accomplishment mediate the effects of extraversion and conscientiousness on ratings of sales performance. Biodata measures and sales ability inventories were good predictors of the ratings criterion, with corrected rs of.52 and.45, respectively Potency (a subdimension of the big 5 personality dimension extraversion) predicted supervisor ratings of performance (r =.28) and objective measures of sales (r. In summary, to make sure what
Personality a salesperson would possess, the following questions have to be addressed (1) what is the relationship between neuroticism” “agreeableness” “extraversion” “conscientiousness” “openness” and a salesperson (2) what are the relevance index between each trait and the salesperson? Shoss and witt (2013) argued that individuals high in conscientiousness are strongly motivated to exert effort to succeed on tasks.
Personality of salespeople earlier research shows (see table 1) that especially conscientiousness (furnham & fudge 2008, huynh et al
2005), extraversion (barrick & mount 1991, huynh et al 2020) and openness to experience (huynh et al 2020, furnham & fudge 2008) are found to be connected to sales performance
