Salesperson Personality Traits Selection Scale – Chinese Version

Description

Salespeople are the “vanguard” of a company and are crucial for driving profit growth; they play an essential role in the survival and development of the enterprise. However, the difficulty in selecting sales personnel has long been a topic of concern in management circles. This article synthesizes relevant literature from both domestic and international sources, along with insights from sales experts, to explore the characteristics of salespeople that correlate with job satisfaction. The McClelland Iceberg Model serves as the theoretical foundation for constructing a suitable personality structure and traits for sales positions. Based on this foundation, a selection scale for sales personnel was developed.

Authors and Contact Email

Liu Yue

Purpose

To explore which traits in sales personnel lead to greater job satisfaction and to construct a suitable personality structure for sales roles.

Test Year

2020

Administration Method and Scoring

The selection scale consists of personality traits, abilities, and career interests. It uses a 5-point Likert scale for responses.

Reliability and Validity

Information not available.

Factors and Subscales

The sales selection scale includes:
– 3 personality trait subscales (人格特征分量表)
– Ability subscale (能力分量表)
– Career interest subscale (职业兴趣分量表)

Keywords

Sales Selection, Personality Traits, McClelland Iceberg Model

Items in Chinese

**人格特征分量表 (Personality Trait Subscale) Options**
1. 我喜欢有很多朋友在我周围
2. 我喜欢与陌生人交谈
3. 就算再困难，我每天都会很开心
4. 在集体活动中，我总表现得很活跃
5. 别人的批评对我的心情没有什么影响
6. 我坚信在很多方面自己都是与众不同的
7. 我的出现总能点燃周围人的热情
8. 被拒绝后，再见到当事人对我没什么影响
9. 我不怕我以前从来没有做过的事
10. 无论在什么场合，我都是大家的焦点
11. 我不怕一个人独立负责重要的工作

**能力分量表 (Ability Subscale) Options**
1. 我经常只用几句话就能引起别人的兴趣
2. 我认真听，即使我的观点被否定了
3. 我会对人详细描述我在一项活动中获得的乐趣，以改变他对这项活动的负面印象
4. 在交谈时，我能够通过观察得知别人的态度
5. 我会极力让大家都来用我认为好的东西
6. 如果其它人不同意我的看法，我能做到不心烦
7. 我喜欢设法影响和我一起工作的同事，使他们能协助我实现我所计划的目标
8. 对方表达能力差时，我不急躁，能积极引导对方把思想准确地表达出来

**职业兴趣分量表 (Career Interest Subscale) Options**
1. 促销产品或开拓市场
2. 帮助有个人问题或情感问题的人
3. 在大型公司管理一个部门
4. 在非营利机构做志愿者
5. 商务合同谈判
6. 教孩子如何运动
7. 为新的服装生产线做营销
8. 帮助团体治疗
9. 在儿托服务中心照顾孩子

Items in English

**Personality Trait Subscale Options**
1. I like having many friends around me.
2. I enjoy talking to strangers.
3. I stay happy every day despite challenges.
4. I always participate actively in group activities.
5. Criticism from others does not affect my mood.
6. I believe I am unique in many ways.
7. My presence often energizes those around me.
8. Being rejected has no impact when I see the person again.
9. I am not afraid to try things I have never done before.
10. I am always the center of attention in any setting.
11. I am unafraid to independently take on important tasks.

**Ability Subscale Options**
1. I can often spark others’ interest in just a few words.
2. I listen carefully, even when my views are challenged.
3. I describe the enjoyment I’ve gained from an activity to change others’ negative impressions of it.
4. In conversations, I can gauge others’ attitudes through observation.
5. I strive to convince everyone to use what I believe is good.
6. If others disagree with my opinions, I remain untroubled.
7. I enjoy influencing my colleagues to help me achieve my goals.
8. When others struggle to express themselves, I remain patient and guide them to articulate their thoughts accurately.

**Career Interest Subscale Options**
1. Promoting products or developing markets.
2. Helping individuals with personal or emotional problems.
3. Managing a department in a large company.
4. Volunteering at a non-profit organization.
5. Negotiating business contracts.
6. Teaching children how to play sports.
7. Marketing for a new clothing production line.
8. Assisting group therapy.
9. Caring for children in a daycare center.

References

刘月. 销售人员人格特征选拔量表的编制[D].华东师范大学,2020.