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Introduction “The Salesman” is one of the most extensively studied men in the business world. “What makes a successful salesman” has been one of the most frequently asked and incompletely answered questions in marketing. It took 20 years to change the word salesman to salesperson but still the question remains as significant as it was. The persistence of the question is hardly due to lack of research. This has changed in the early 60’s; the volume of research has continued to rise since. These studies have included investigations of the potential match between: 1. Salesperson personal characteristics and the selling job. 2. Salesperson personal characteristics and the buyer.