The Impact of Salesperson’s Personality to Job Performance in Machinery Industry in Viet Nam

Abstract

This research focuses on identifying and measuring key personality factors affecting the job performance of salesperson working in the machinery industry in Vietnam. A total number of 218 salesperson working in machinery industry were surveyed. After evaluating Cronbach's Alpha and using the regression analysis technique, the results show the impact level of personality trait factors affecting the job performance of salesperson working in machinery industry. Ordered from the highest to the lowest effects on job performance, these factors are: agreeableness, openness to experience, conscientiousness, extraversion, and neuroticism. Five research hypotheses are accepted. Specifically, openness to experience, conscientiousness, extraversion, and agreeableness have positive impacts on job performance of salesperson working in machinery industry in Vietnam. However, neuroticism has a negative impact on job performance of salesperson. This research results indicate the level of impact of personality traits on the sales staff performance in machinery industry. Many people apply to this profession as a career choice. Each occupation is suitable for certain personality trait, which changes very little during adulthood. Research also shows that each personality trait always has its strengths and weaknesses. The educational environment should create conditions for learners to develop their character in a natural way.