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Do Extroverts Make The Best Salespeople?

 

Marketed By :  LAP LAMBERT Academic Publishing   Sold By :  Kamal Books International  
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  • Product Description
 

In order to address the question whether extroverted sales personnel performs on a higher level than more introverted individuals this research has been divided into both a qualitative and a quantitative analysis. It relates to literature about extraversion, sales performance, performance indicators and performance measurement as well as sales typologies and generic sales models. The hypotheses on moderating variables and possible interactions and connections were derived accordingly. The results of this research, including perceptions of extraversion, ideal salespeople and the sales process, were linked with the different possibilities for application in both the practical as well as the academic field. Concerning the business practice the focus was set on the different methods of recruitment and management of sales forces while in the academic focus the Business Psychology Model as introduced by Benton (2001).Furthermore practical applications in the form of workshops have been outlined as well as future areas of research.

Product Specifications
SKU :COC70561
AuthorBoris A. Altemeyer
LanguageEnglish
BindingPaperback
Number of Pages204
Publishing Year2011-01-21T00:00:00.000
ISBN978-3844300987
Edition1 st
Book TypeBusiness & management
Country of ManufactureIndia
Product BrandLAP LAMBERT Academic Publishing
Product Packaging InfoBox
In The Box1 Piece
Product First Available On ClickOnCare.com2015-07-08 00:00:00