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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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CHAPTER 8

Other Personality Qualities and the Job Match

As we underscored when discussing the central qualities required for sales success, the possession of empathy, ego-drive, and ego-strength does not ensure success in a particular sales position. When people possess these qualities, they certainly should do well in a position in which persuasion is central to success. What that specific position is, however, depends on the possession of a number of other attributes.

Let us look at some of these qualities that can be as crucial to success in specific sales jobs as the central dynamics themselves. These attributes include the ability to grow on the job, to be an effective decision maker, to be adept at working with details, to organize work ...

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