Salesperson attributes in the South

Abstract

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