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Measuring salesmen's performance
(1965)
Cases in sales force management
Newton, Derek A., (1970)
Trade wage survey, selected occupations
(1975)
Was zeichnet einen guten Verkäufer aus?
Mayer, David, (1980)
What makes a good salesman
Mayer, David, (1968)
Best of HBR - What Makes a Good Salesman - The two key qualities of a successful salesperson are empathy, the ability to sense customers' reactions, and ego drive, a compulsion to make the sale. How can potential employers accurately identify individuals who have these two traits?
Mayer, David, (2006)