Can introverts succeed?

Listening-based selling can work well.

Sales Job (Korea)

💼 Business By CampusDown Wiki Editorial Team Last updated October 26, 2026

Finding customers, proposing, negotiating and managing accounts to hit revenue targets.

Contents

1. History and scholarship
2. What the job involves
3. Hiring and careers
4. FAQ
5. References

History and scholarship

Psychologist Edward Strong's The Psychology of Selling and Advertising (1925) was an early academic treatment; Carnegie (1936) shaped popular practice. Weitz (1981) introduced adaptive selling, Churchill et al. (1985, JMR) meta-analysed performance drivers, Cialdini (1984) set out persuasion principles and Rackham (1988) derived SPIN from B2B observation. Hochschild (1983) frames its emotional labour.

What the job involves

Prospecting, proposals, negotiation, account and receivables management; split into B2B, B2C, channel management and technical sales. Scope and required skills vary by company and industry; check actual job postings and NCS job descriptions.

Hiring and careers

Open to most majors, often with incentive pay. Paths lead to marketing or MD.

FAQ

Can introverts succeed?: Listening-based selling can work well.
What is sales management?: Managing dealers and channels.

Sources reviewed: 2026-10-26

References

Strong, E. K. (1925). The Psychology of Selling and Advertising. McGraw-Hill.
Carnegie, D. (1936). How to Win Friends and Influence People. Simon & Schuster.
Weitz, B. A. (1981). Effectiveness in sales interactions: A contingency framework. Journal of Marketing, 45(1), 85–103.
Cialdini, R. B. (1984). Influence: The Psychology of Persuasion. William Morrow.
Churchill, G. A., Jr., Ford, N. M., Hartley, S. W., & Walker, O. C., Jr. (1985). The determinants of salesperson performance: A meta-analysis. Journal of Marketing Research, 22(2), 103–118.
Rackham, N. (1988). SPIN Selling. McGraw-Hill.
Hochschild, A. R. (1983). The Managed Heart. University of California Press.
국가직무능력표준(NCS). https://www.ncs.go.kr
고용24 직업정보(고용노동부·한국고용정보원). https://www.work24.go.kr

Reports and materials that use this theory (Korean)

There are no materials dedicated to this theory yet, but you can search related reports in the CampusDown library (Korean).

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This article was last updated on October 26, 2026. It is based on widely recognized original works and textbooks; when citing it in a paper, please check the original sources listed in the references.