Criteria of Successful Career in Sales: Sales Managers Perspective

8 Pages Posted: 20 Nov 2018

See all articles by Violeta Cvetkoska

Violeta Cvetkoska

Ss. Cyril and Methodius University in Skopje, Faculty of Economics, Skopje

Filip Iliev

WVP Group, Republic of Macedonia

Date Written: September 8, 2016

Abstract

The goal of this paper is to determine which criteria for sales managers the most important when are choosing a candidate for the position of salesperson. That will allow students who want to build their career in sales to prepare beforehand for what will be required of them, thereby helping companies in the future hire salespersons who will be better prepared for the challenges which this profession brings. The research was conducted through a questionnaire distributed to sales managers at companies in the Republic of Macedonia. Each one of them assesses the importance of certain criteria related to formal and informal education, knowledge of foreign languages, skills, personal characteristics, etc., by using a given scale. The obtained results are presented and analyzed.

Keywords: sale, sales managers, salesperson, students, research, learning, knowledge

JEL Classification: C83, M21

Suggested Citation

Cvetkoska, Violeta and Iliev, Filip, Criteria of Successful Career in Sales: Sales Managers Perspective (September 8, 2016). Proceedings of Entrenova 2016 conference; 2016 ENTRENOVA Conference Proceedings. Available at SSRN: https://ssrn.com/abstract=3282280 or http://dx.doi.org/10.2139/ssrn.3282280

Violeta Cvetkoska (Contact Author)

Ss. Cyril and Methodius University in Skopje, Faculty of Economics, Skopje ( email )

Filip Iliev

WVP Group, Republic of Macedonia ( email )

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