Criteria of Successful Career in Sales: Sales Managers Perspective

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  • Violeta Cvetkoska Ss. Cyril and Methodius University in Skopje, Faculty of Economics, Skopje, Republic of Macedonia
  • Filip Iliev WVP Group, Republic of Macedonia

Klíčová slova:

sale, sales managers, salesperson, students, research, learning, knowledge

Abstrakt

The goal of this paper is to determine which criteria for sales managers the most important when are choosing a candidate for the position of salesperson. That will allow students who want to build their career in sales to prepare beforehand for what will be required of them, thereby helping companies in the future hire salespersons who will be better prepared for the challenges which this profession brings. The research was conducted through a questionnaire distributed to sales managers at companies in the Republic of Macedonia. Each one of them assesses the importance of certain criteria related to formal and informal education, knowledge of foreign languages, skills, personal characteristics, etc., by using a given scale. The obtained results are presented and analyzed.

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This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License.

Reference

Choi, Y., Huang, Y., Sternquist, B. (2015), “The effects of the salesperson’s characteristics on buyer-seller relationships”, Journal of Business & Industrial Marketing, Vol. 30, Iss. 5, pp. 616-625.

Loveland, J.M., Lounsbury, J.W., Park, S.H., Jackson, D.W. (2015), “Are salespeople born or made? Biology, personality, and the career satisfaction of salespeople”,Journal of Business & Industrial Marketing, Vol. 30, Iss. 2, pp. 233-240, available at: http://dx.doi.org/10.1108/JBIM-12-2012-0257 (1/5/2016)

National Classification of Activities – NKD Rev.2 (2013), available at: http://www.stat.gov.mk/KlasifikaciiNomenklaturi/NKDRev2.zip (15/4/2016)

Yakasai, A.M., Jan, M.T. (2015), “The impact of big five personality traits on salespeople’s performance: exploring the moderating role of culture”, Kuwait Chapter of Arabian Journal of Business and Management Review, Vol. 4, No. 5, pp. 11-26.

Stahování

Publikováno

2016-10-31

Jak citovat

Cvetkoska, V., & Iliev, F. (2016). Criteria of Successful Career in Sales: Sales Managers Perspective. ENTRENOVA - ENTerprise REsearch InNOVAtion, 2(1), 39–46. Získáno z https://hrcak.srce.hr/ojs/index.php/entrenova/article/view/14126

Číslo

Sekce

Mathematical and Quantitative Methods