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Effective Salespeople: Selection or Training

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What percentage of the products/services that you purchase do you feel are purchased as a result of personal selling? Do you think of salespeople as the likable fellow or best joke teller of the past? Understanding that the majority of personal sales take place in a business-to-business context, can someone be trained to have the personality to build relationships?

Respond to the following:
Consider the statements "The key to developing an effective sales force is selection" and "The key to developing an effective sales force is training." Take a stand and justify one statement, supporting it with examples from sources.

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Solution Summary

This solution discusses the impact of personal selling on purchases, and if personality plays a part in whether a sales person is effective. It discusses if the key to developing a successful sales force is training or selection and supports a position with examples and APA formatted references.

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The key to developing an effective sales force is training, however, selection plays a large part in the process as well. This is similar to the argument if athletes are born or made. Not everyone is born with LeBron James talent (or height) nor with his dedication to sport. Malcolm Gladwell cites the 10,000-hour rule in his book Outliers, as an example of why some people are better than others in specific tasks. He states that the superstars have more practice (10,000 hours) to ...

Solution provided by:
Sally Baldwin, Ed.D
Education
  • BA, University of Southern California
  • MSS, United States Sports Academy
  • Ed.D, Boise State University
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