1. Personal Characteristics and Sales Aptitude: Criteria for Selecting Salespeople Advanced Sales and Distribution Management Marketing 3345

2. Salespeople Born or Made? Training and development represent critical determinants of future success. Training and development represent critical determinants of future success. A strong ego, self-confidence, decisiveness, and a need for achievement must also be extant in sales force candidates. A strong ego, self-confidence, decisiveness, and a need for achievement must also be extant in sales force candidates.

3. Costs of Inappropriate Selection Odds a salesperson will quit or be terminated in first five years of employment = 50/50. Odds a salesperson will quit or be terminated in first five years of employment = 50/50. People lacking the necessary personal traits/abilities tend to leave the company before training and experience can turn them into productive sales performers. People lacking the necessary personal traits/abilities tend to leave the company before training and experience can turn them into productive sales performers.

4. Characteristics of Successful Salespeople Aptitude and personal characteristics may place an upper limit on an individual's ability to perform in a sales job. Aptitude and personal characteristics may place an upper limit on an individual's ability to perform in a sales job. Enthusiasm consistently ranks among the most important personal attributes in selling. Enthusiasm consistently ranks among the most important personal attributes in selling. General sales experience typically means more than specific product or industry experience. General sales experience typically means more than specific product or industry experience.

5. Women in Sales and Sales Management Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2010

6. Compensation Discrepancies Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2010

7. The Importance of Image What type of sales representative has a tougher time making sales? A sloppily dressed sales rep 94% An unstylish sales rep (haircut, out of style outfit) 75 A physically unattractive sales rep 59 An overweight sales rep 54 A sales rep with a heavy accent 54 A very young looking sales rep 32 An older looking sales rep 8 Source: Melinda Ligos, “Does Image Matter?” Sales & Marketing Management, March 2010, pp. 52–56.

8. The Importance of Image Source: Melinda Ligos, “Does Image Matter?” Sales & Marketing Management, March 2010, pp. 52–56. What type of sales representative would you avoid hiring? A sloppy dresser 80% A rep who used salty language 78 A rep with visible body piercing or tattoos 77 An unstylish look 51 Male overweight 37 Female overweight 23 A heavy regional foreign accent 20 An unattractive female 20 An unattractive male 13 A very youthful appearance 12 Any older look 2

9. Impact of Age on Sales Force Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2010

10. How to Build Trust Mark W. Johnston and Gary W. Marshall, Sales Force Management, McGraw Hill, 2010