The successful salesman: a personality analysis

Abstract

Analyses attempts already made to evaluate the qualities required in a successful salesperson. Investigates whether salespeople differ according to the type of product they sell, relating personality characteristics to selling skills. Describes three selling skills: propagatory, expository and closing, and reveals that different selling situations involve different proportions of these skills. Discusses the need for social skill training.

Citation

Howells, G.W. (1968), "The successful salesman: a personality analysis", European Journal of Marketing, Vol. 2 No. 1, pp. 13-23. https://doi.org/10.1108/EUM0000000005240