AdAge have a good article today - http://adage.com/mediaworks/article?article_id=123063 - that covers off what media agencies think makes a good sales rep.
This is a US study/survey, but generally the hallmarks of a good sales rep are universal. What is vitally important is
- knowledge of product
- personality
- communication skills
- understanding of marketing and marketers needs
Interestingly in the US it was found print reps are outperforming their digital and TV counterparts. Maybe this is due to print being the most vulnerable of all mediums right now and the need for them to go over and above to maintain share.
