Faculty of Commerce, Law and Management

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    Salesperson Attributes Preferred by Buyers in the Industrial Chemical Industry
    (2012-02-13) Young, Patrick
    The purpose of this study is to determine whether buyers and members of the buying group have the authority to choose between suppliers, and to determine the preferred attributes of sales representatives in the South African chemical industry from the perspective of the buying group. The results show that buyers and members of the professional buying group do indeed have the authority to choose suppliers. The results also show that buyers most prefer representatives who can solve problems, followed by representatives with technical knowledge, and then representatives who are efficient and follow through. These are the three most important attributes from the buyers’ perspective, and they are followed in decreasing order of importance by representatives who are easy to contact, representatives who readily provide information and samples, and representatives with industry experience. The research concludes with the finding that sales representatives who adopt the attributes which have been highlighted in this study will be more successful.
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    Salesperson attributes in the South
    (2011-06-24) van der Westhuyzen, Jacques
    It was found in literature from past studies that a vast number of attributes are preferred by clients, and that different industries have different requirements. This research determines what preferred salesperson attributes the Aluminium industry of South Africa has and the relative importances thereof. The data for this research was collected in two phases. First was the exploratory interviews where interviewees from the industry were asked what their preferences were and then prompted with attributes found in literature. Secondly the qualitative responses were compiled into a Conjoint Value Analysis Questionnaire for the quantitative part and sent out into industry for completion. The result were five prominent attributes and in order of importance they were Thoroughness and follow through, Product and technical knowledge, Ability and willingness to solve problems, Trustworthiness and the degree of Contactability. For the Aluminium industry to have this knowledge will enable them to tailor their recruitment and training programs to optimize their sales force by creating a fit between sales person and client, therefore optimizing sales opportunities and relationships