A Study On Ralationship Between Telecom-sales And "big Five Personality"

This thesis uses the psychology and management knowledge to discuss the relationship between personality of sales in telecom companies and theory of "Big Five Personality". Successful sales play an important role in modern companies. They not only sell the products, but also show their personality. Recent development of sales requires a variety of characters. Studies show that exceptional sales have similar characters:strong motivation, ability of study and great promotion skills, and ability to establish great relationship with clients. These are the basic characters of successful sales. This thesis uses the "Big Five Personality" model to analysis and identifies the characters that match each different sales position by selecting samples from a variety of companies. The thesis intends to be useful for human resource management in company. The result shows that an excellent sales person always has high agreeableness, high responsibility and lower nursery. Those in charge of highly-competitive products tend to be more extrovert; those in charge of consultation and development of products tend to be more open and extrovert, while the sales persons responsible for the maintenance work are lower in extroversion.