Professional paper
SELECTION AND TRAINING OF SALES STAFF WITH TELE 2 CROATIA TAKEN AS AN EXAMPLE
Maja Kolega
orcid.org/0000-0002-8202-4617
; VERN Polytechnic, Zagreb, Croatia
Hrvoje Grčić
; TELE2 d.o.o., Zagreb, Croatia
Abstract
By applying classifications and personality types which are set by personality theories, this paper describes personality traits which are deemed as necessary or at least as desirable for a person involved in the sales process. Recognition of the requested personality traits is shown in the selection process which all candidates for sales position in Tele2 Croatia must take. Due to the complexity of entire sales discipline, the evaluation process does not stop with the selection of the candidate. Sales representatives are rather exposed to further testing even after being hired in the company. Since personal development is so important, as well as development of further expertise, sales person constantly takes different trainings and workshops. Besides personal development of an individual, the goal of those workshops is gaining information on the candidate which is then used for further profiling of sales persons.
Keywords
Sales performance; Personality assessment; Big five model
Hrčak ID:
75574
URI
Publication date:
30.12.2011.
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