Wybrane wymiary osobowości a style zachowań komunikacyjnych przedstawicieli handlowych

Abstract

The position of sales representatives is associated with a number of various demands. The bigger and more important the firm is, the higher demands are verbalised. On account of continuous contact with clients, effective communication of sales representatives determines their personal success and the firm success as well. This article notifies the results of research on psychological analysis of sales representatives styles of communicative behaviours from the Social Style Matrix by D. W. Merrill & R. Reid (1981) in related to selected traits of their personality. Finally 188 Lodz sales representatives from 90 productive and service firms participated in this research.