Sales representative process in personal insurance sector and the personality traits that effects sales performance: A study in Istanbul

In this thesis, the process of personal selling and sales representatives in the insurance sector of the personality trait effects on sales performance are discussed. The study sample; Istanbul which operates within the Construction Loan Insurance on insurance run in the 103 sales representatives who constituted. Research consists of three main sections. In the first part of the insurance concept, definition and focuses on the historical development of the insurance. The concept of personal sales in the second part, described the process and stages of personal selling is considered. In the third section, sales representative traits of the sales performance of the effects in order to determine an application is located.Analyzing survey results show that the sales representative sales skills and technical ability and sales performance in a positive relationship that the sales representative of the social skills and sales performance in a direct no relationship, commitment to ethical values of sales representativeKey Words: Insurance, Insurance Industry, Personal Sales Process, Sales, Performance, Sales Representative