Which sales behaviors, skills, and characteristics are ideal and thought to affect a salesperson’s ability to perform

Instructions:

Please respond to the questions below. Each response should take 1 page, single-spaced. It is important that

your responses are concise, thorough, and well-supported.

Particular characteristics and behaviors of salespeople enable them to deal more effectively with some

kinds of customers than with others. Some research actually demonstrates that salespeople tend to

perform better when they interact with customers who are similar to themselves.

1. Which sales behaviors, skills, and characteristics are ideal and thought to affect a

salesperson’s ability to perform? Please provide support for your response(s).

Recruitment and selection of new salespeople is a critical skill for sales managers to develop. The pool

of recruits from which a company selects its candidates can be generated from a number of sources.

2. Based on the following recruiting sources, as a sales manager, which would you access and

why?

Internal company referrals

Referrals from other firms

Educational institutions

Online job search engines

Recruiting agencies

Are sales “just a numbers game?” Some sales managers believe that all you have to do is make the right

number of calls…to the right people, and the odds will work in your favor.

3. With respect to evaluating salesperson performance, how does “reach” and “frequency”

equate to salesperson performance? Please provide support for your response(s).

 

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