ABSTRACT
What makes a good salesperson? This question is the focus of Chapter 8. Perhaps no other question faced by sales managers is more important because it has such a profound effect on every aspect of a manager’s job. From recruiting and selecting to motivating and evaluating a sales force, one of the important questions-if not the most important-is, What makes that person successful (or not successful)? Sales managers are constantly looking for those characteristics that consistently define success or failure.
