A Current Review of Hiring Techniques for Sales Personnel: The First Step in the Sales Management Process

The most important decision facing sales managers is the selection of successful sales people. Though the process has been refined and improved, selecting those who will be successful is one of the greatest costs and challenges to Sales Management today. This article presents a review of several met...

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Bibliographic Details
Published inJournal of marketing theory and practice Vol. 9; no. 2; pp. 70 - 83
Main Authors Randall, E. James, Randall, Cindy H.
Format Journal Article
LanguageEnglish
Published Abingdon Routledge 01.04.2001
Association of Marketing Theory and Practice
Taylor & Francis Ltd
Subjects
Blood groups
Costs
Employment interviews
Graphology
Hiring
Honesty
Job performance
Marketing
Marketing management
New employees
Personnel selection
Sales management
Sales personnel
Sales representatives
Salespeople
Studies
Turnover
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Summary:The most important decision facing sales managers is the selection of successful sales people. Though the process has been refined and improved, selecting those who will be successful is one of the greatest costs and challenges to Sales Management today. This article presents a review of several methods currently being utilized and insights to techniques that can be used.
ISSN:1069-6679
1944-7175
DOI:10.1080/10696679.2001.11501892