Personality and communication profiles of salespeople in Finland

Object of this study is to study the salespeople in Finland. What are their personality types, what kind of communication they are using. Sample was 159 salespeople who filled in personality and communication style questionnaires and who answered to the open questions as well. Results indicate that most of the sales personnel are Extraverted with Thinking or Feeling personality dimensions. In communication situations they regarded their strengths as good ability to read others, ability to control their feelings and use of coaching. Results indicated statistically significant differences with relationship of personality and communication. Differences occurred in Insecure, Avoiding Feelings and Sensitive communication styles. In Insecure style, the most Insecure were Introverted+Thinking in contrast to the least Insecure communicators Extravered+Feeling. Avoiding Feelings in communication were the highest with Introverted+Thinking. and least avoidant were Extraverted+Thinking. Most Sensitive communicators were Introverted+Feeling and least the opposite Extraverted+Thinking. The results support well Myers-Briggs theory and give new insights into the salespersons’ educational needs and strengths and weaknesses in customer discussions.