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Selection And Training Of Sales Staff With Tele 2 Croatia Taken As An Example

Author

Listed:
  • Maja Kolega

    (VERN Polytechnic)

  • Hrvoje Grcic

    (TELE2 d.o.o.)

Abstract

By applying classifications and personality types which are set by personality theories, this paper describes personality traits which are deemed as necessary or at least as desirable for a person involved in the sales process. Recognition of the requested personality traits is shown in the selection process which all candidates for sales position in Tele2 Croatia must take. Due to the complexity of entire sales discipline, the evaluation process does not stop with the selection of the candidate. Sales representatives are rather exposed to further testing even after being hired in the company. Since personal development is so important, as well as development of further expertise, sales person constantly takes different trainings and workshops. Besides personal development of an individual, the goal of those workshops is gaining information on the candidate which is then used for further profiling of sales persons.

Suggested Citation

  • Maja Kolega & Hrvoje Grcic, 2011. "Selection And Training Of Sales Staff With Tele 2 Croatia Taken As An Example," Economic Thought and Practice, Department of Economics and Business, University of Dubrovnik, vol. 20(2), pages 591-602, december.
    • Handle: RePEc:avo:emipdu:v:20:y:2011:i:2:p:591-602
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    More about this item

    Keywords

    Sales performance; Personality assessment; Big five model;
    All these keywords.

    JEL classification:

    • J24 - Labor and Demographic Economics - - Demand and Supply of Labor - - - Human Capital; Skills; Occupational Choice; Labor Productivity
    • L81 - Industrial Organization - - Industry Studies: Services - - - Retail and Wholesale Trade; e-Commerce

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