Selling type: A case study of the role of personality preferences on the personal selling process and performance
This case study examines the role of personality type preferences on the sales process and performance in the retail truck industry. This study employs the Myers-Briggs Type Indicator to identify the type preferences of the retail truck salespeople. It analyzes demographic data and individual interview responses in order to identify personality type preferences to gain a better understanding of how personality type as a theory influences the approach to the sales process and performance. This research indicates that sales performance in a retail truck sale environment seems to be personality type related and the sales behaviors related to particular personality type preferences can be learned. Therefore, future research on different sales environments would be beneficial to this body of knowledge.