Effects of the Personality Types on the Sales Performance and an Application in Supermarket Chains

Abstract

In recent years if companies show activities in any sectors, due to information age, their competitiveness has become difficult conditions, they see in their life time. The leading cause of comptitiveness condititons are effective use of computer and internet. Companies’ competititors are not only their own regions, they began to confront all over the world due to the removal of trade barriers are eliminated. Owing to there are alot of competitors and conditions are so severe, these situations cause increasing customer expectations, shrinking market share, and therefore, the realization of a much higher cost business functions and rate of profit to fall under these difficult circumstances, companies get hold of profit rates which will continue their lifes, but it is possible to increase sales. In increasing sales, the role of the sales staff, is considered as”companies’mirror and showcases”, is very high. Retailing, developing day by day, has become an important economic sector. Depending on the development of the retail sector, employment opportunities, provided by sector, are increasing. İncreasing competition and access to information easily from past require qualified sales staff. The sales person has demonstrated attitude towards their customers and attributes and these things provide a major contribution to a realization of creating a difference in sales. For this reason, store managers should take in to account sales staffs’ personality traits and differences and managers provide them to the appropriate positions. Supermarkets, operating in retail sector, live in conditions of competition in the same way as the above mentioned. Infact the competitions in supermarkets are much more than other retailers. Supermarkets become more in touch with customers due to selling fast moving costomers’ good. This increases the importance of the sales staff working in supermarkets. The results obtained this study and supermarkets’ which find difficulty qualified sales staff and sales staff can not work for along time, may be guiding them to use as a variable aims to provide a common personality types about choosing the right personel and staff in the correct positions.