Personal Characteristics and Sales Aptitude

1) What is the “war for talent”? Why is it so important to us, as sales managers?

2) How does national culture (e.g., different cultural backgrounds) impact salesperson performance and salesperson selection?

3) What have archetypes got to do with sales? Is there a universal archetype of the salesperson? To what extent do you agree or disagree? (Hint: See the “Leveraging the Psychology of the Salesperson” HBR article”)


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