A Study on the Quality of Sales Person by Big Five Personality Traits

Abstract

Since sales activities are the source of corporate sales, it is one of the most important business activities. In order to improve sales activities, it is important to understand the qualities of salespersons engaged in sales activities. This understanding can be an effective means for practicing sales management such as employment, assignment and personnel change of sales persons.
In this research, a questionnaire survey (Big Five personality diagnosis) was conducted for sales person. Big Five is a theory that explains personal behavior and thought by five traits, and research has been actively conducted since the 1980s. Based on the survey results, we tried to analyze the qualities of the salesperson based on personality traits.