Identification of personality traits effective in predicting sales success has become increasingly critical. Two theoretically grounded traits—need for cognition and self-monitoring—were investigated as possible predictors of sales performance. Analysis of data collected from 956 salespeople revealed that both need for cognition and self-monitoring were related to differences in self-rated sales performance. Managerial implications and directions for future research are proposed.
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Deeter‐Schmelz et al. (2007) studied this question.
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