IDENTIFICATION OF THE RELATIONSHIP OF INDIVIDUAL AND PERSONAL CHARACTERISTICS OF SALES MANAGERS WITH THE EFFECTIVENESS OF PROFESSIONAL ACTIVITY

The article is devoted to the study of personal characteristics of sales managers and their impact on the level of professional success. A successful sales manager is the one that company executives are “hunting” for. He is offered a job on the most favorable terms for him. Due to the fact that: effectively leads the client through the sales funnel — from the first touch to the closing of the transaction; sells with minimal discounts or without them at all; launches word of mouth and motivates the client to bring new customers; gets pleasure from work; and after each sale, it strives to get even more customers, profits and drive. The article examines the criteria and individual personal characteristics of managers and their relationship with the effectiveness of professional activity in sales. Using the MBTI personality type testing methods and the I.D. Weisband test, the analysis of the sales managers’ abilities to motivate customers to purchase, taking into account their type of character, as well as the manager’s ability to justify the benefits of the purchase for the client based on his profile activities, was carried out. The authors studied and formed the requirements of employers for sales managers, selected the necessary materials and testing methods, and also formed a model for selecting a sales manager based on the personality structure. Based on the data obtained, the positive impact of using a typological model of the personality structure in solving tasks for the selection of sales managers was revealed.