Generating income and revenue are the primary roles of sales personnel. Whilst management has paid particular attention in training and developing the sales personnel, they seem to negate the profound impact of the personality of the sales person. Given the same sales tools, level of education, and propensity to work, some salespeople succeed where others fail (Martin 2011). The evidence suggests that the personalities of these truly great salespeople play a critical role in determining their success. Some salespeople succeed where others are failing. Why do some sales people succeed where others fail? The research therefore examined the effects of self efficacy, locus of control, and proactive personality in determining sales performance in the telecommunication sector internet service providers (ISP’s) in particular.
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