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Anuario de investigaciones

On-line version ISSN 1851-1686

Abstract

BLUM, G. Diego et al. Personality factors that predict sale readiness: An exploratory study with industrial applicants. Anu. investig. [online]. 2009, vol.16, pp. 117-125. ISSN 1851-1686.

The goal of the present research was to find predictive variables for the General Sale Readiness (GSR) and the Receptive and Aggressive Sale Styles by making correlational analysis among salesmen personality variables and other personality factors, sotiodemographic factors and Intelligence Quotient (IQ). A sample of 33 applicants for sales jobs aged 23 to 57 with 94% of men was taken and evaluated with the Salesmen Personality Inventory (SPI), the 16 Personality Factor 5th version Questionnaire and the General (G) Factor Test. Main results show significant correlations between GSR and Independence (r = .39, p = .02) and between Receptive Sale Style and Tough-Mindedness (r = -.48, p < .01). The GSR and the Sale Styles of the SPI do not vary significantly with Age, Studies Level or IQ. These findings are applicable to the short term selection of qualified commercial personnel.

Keywords : Salesmen Personality Inventory; Sale; Personality; IQ.

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