A study of personality and its relation to salesmanship / Arthur H. Holmes.

Format:

Book

Author/Creator:

Holmes, Arthur H., author.

Language:

English

Subjects (All):

Selling--Psychological aspects.

Selling.

Physical Description:

1 online resource (x, 254 pages)

Place of Publication:

Cincinnati : South-Western Publishing Company, [1921]

Summary:

Despite continuing research effort, little success has been achieved in the use of personality and personal characteristics to predict the performance of salesmen. From an empirical study, a set of personality variables and personal characteristics that appear to have value in the selection of industrial salesmen are identified. A synthesis of theoretical and empirical research appropriate to the selection problem is reported, and some suggestions are made to guide future research in industrial selling.

Contents:

Part I. The trend of business

part II. Getting into business

part III. The self-development of personality

part IV. Buying

part V. Selling

part VI. Advertising.

Notes:

Description based on publisher supplied metadata and other sources.