engleski

PERSONAL CHARACTERISTICS OF SELLERS AS A FACTOR OF INFLUENCE ON SALES PRODUCTIVITY

Factors affecting sales effectiveness are often researched and discussed, and this paper focuses very closely on the dimensions of a salesperson’s personal characteristics: self-confidence and physical appearance, and creativity as a feature that opens new doors to new approaches and opportunities. The survey was conducted on a sample of 506 respondents aged 18 to 65 years in order to determine their attitudes towards how these characteristics affect the buyer's perception of the seller or their change of attitude regarding the product sold by the seller. The main hypothesis of the research was: "Personal characteristics of salespeople affect sales productivity", and auxiliary hypotheses spoke about the positive relationship between these characteristics and sales performance. The results of the research confirmed all the hypotheses and it was found that the respondents believe that the attractive physical appearance, high selfconfidence and creativity of the seller affect the sales result

sale, characteristics of the seller, sale productivity, increase of sale productivity

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