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What Skills Make a Salesperson Effective? An Exploratory Comparative Study among Car Sales Professionals

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  • Nour El Houda Ben Amor

Abstract

This study explores important skills of an effective salesperson as well as their impacts in terms of performance from both sales managers and sales representatives perspectives. An exploratory research was conducted on a total of 58 car sales professionals that comprise 30 sales managers and 28 salespersons. A thematic analysis of interviews content indicates existence of both similarities and differences in skills perceptions among the two groups of sales professionals. Salespeople reveal that to be effective they should have communication and listening skills, knowledge possession, sales presentation skills, flexibility and adaptability, empathy, cooperative skills, honest and ethical behavior, and time management skills. Sales managers, on the other hand, highlighted the importance of two additional skills, namely the follow-up and technology skills. From the skills gap, the study suggests implications for academicians and practitioners.

Suggested Citation

  • Nour El Houda Ben Amor, 2019. "What Skills Make a Salesperson Effective? An Exploratory Comparative Study among Car Sales Professionals," International Business Research, Canadian Center of Science and Education, vol. 12(11), pages 76-93, November.
    • Handle: RePEc:ibn:ibrjnl:v:12:y:2019:i:11:p:76-93
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    References listed on IDEAS

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    More about this item

    Keywords

    selling skills; sales performance; car sales professionals; effective salesperson; exploratory research;
    All these keywords.

    JEL classification:

    • R00 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - General - - - General
    • Z0 - Other Special Topics - - General

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