The Impact of salesman personality traits on his selling performance a field study on the automotive sector in Algeria

  • مداح نادية ُلّية العُلوم الاقتصاديّة والعُلوم التّجاريّة وعُلوم التّسيير مخبر تنمية تنافسية المؤسّسات الصغيرة و المتوسطة جامعة حسيبة بن بوعلي - الشلف
  • مجاهدي فاتح كُلّية العُلوم الاقتصاديّة والعُلوم التّجاريّة وعُلوم التّسيير مخبر تنمية تنافسية المؤسّسات الصغيرة و المتوسطة جامعة حسيبة بن بوعلي - الشلف
Keywords: salesman, personality traits, personal selling, selling Performance, the automotive sector in Algeria

Abstract

This study aims to provide a new contribution to the existing literary background on salesman personality traits, and to the studies analyzing his performance, through the study of the impact of salesman personality traits including: physical, psychological and cognitive traits on his selling performance.

            Accordingly, this study highlights the theoretical concepts related to personality in general, in addition to the use of statistical methods to analyze the potential differences in performance between salesmen in the Algerian automotive sector, and what are the main reasons behind these differences if they exist. The main findings of this study confirm the existence of an effect of all salesmen traits and personal characteristicson their performances.

Published
2019-10-02
Section
Articles