Examining The Effects of Salespeople's Personality Traits And Personal Values on Sales Performance

Authors : Eda İlhan

Pages : 27-36

Doi:10.47138/jeaa.1468329

View : 29 | Download : 94

Publication Date : 2024-06-30

Article Type : Research Paper

Abstract :This research delves deeply into the multifaceted aspects influencing salesperson performance, particularly exploring the interconnected roles of personality traits, personal values, customer orientation, and creativity. Personality traits, such as Extraversion and Conscientiousness, have emerged as crucial elements linked to sales success across various industries. Extraversion, characterized by sociability, self-confidence, and ambition, fosters robust interpersonal relationships and effective teamwork, especially in roles where collaboration and communication are paramount. On the other hand, Conscientiousness, marked by traits like diligence, reliability, and attention to detail, proves instrumental in handling complex tasks, maintaining high standards, and navigating intricate interpersonal dynamics within sales environments. This study recognizes the dynamic nature of personal values, influenced by cultural backgrounds, upbringing, and life experiences. These guiding principles influence decision-making, goal-setting, and behavior, significantly impacting sales performance. By acknowledging the interplay between personality traits and personal values, this research aims to uncover nuanced insights into how individuals\' intrinsic motivations and beliefs contribute to their success in sales roles. A comprehensive analysis of these basic concepts aims to provide actionable recommendations for sales management strategies.
Keywords : Kişilik Özellikleri, kişisel Değerler, Satış Performansı