Why are salespeople so pushy? Many have dark personalities. (marketing community)

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INTRO: If you think salespeople can be pushy, rude, and obnoxious, you’re not alone. So, why do many people in sales get a reputation for being conniving snakes? A new study finds these jobs attract people with dark personalities.

Researchers from the University of New Hampshire, University of Kentucky, Texas A&M University, and Florida State University conducted two studies to analyze how negative traits affect salespeople. Those traits include Machiavellianism, narcissism, and psychopathy, which collectively form the “Dark Triad.” Outside of CEOs, lawyers, and celebrities, salespeople score higher for these dark traits than all other professions!

The studies examined how and why “dark” salespeople persevere and thrive in organizations. Specifically, researchers investigated how dark salespeople perform over time relative to their low DT peers and how ambient social structures influence their performance... (MORE - details)



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