Abstract
The purpose of this study is to identify the expectation of vocational abilities and the level of the existing abilities of the door-to-door saleswomen in the cosmetic industry, in order to provide baseline information that can be used to improve sales ability. The data were collected from 1,168 respondents to a questionnaire. Major findings were as follows: 1. The most commonly expected aptitude for the door-to-door salesperson was the ability 'to gain the confidence from customers'. The other important aptitudes were 'good attitudes', 'product information' and 'pleasant personality and patience'. 2. The overall level of the abilities according to their self-evaluation when compared with the level of expected abilities was 64.9 %. The item that received the lowest self-evaluation was 'ability in developing new market and audience'. 3. Vocational ability expectation was affected most strongly by education level. The variables that affected self-evaluation were career paths, education level, income, sales volume and position.
