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Fundamentals of Sales Management: For the Newly Appointed Sales Manager by Matthew Schwartz

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Developing Specific Criteria for the Selection Process

You have heard the advice to “think before you act.” When it comes to the recruiting process, this especially rings true. Too often sales managers post job descriptions based on the requirements of the position but then just select the candidate whom they feel they can get along with best. This is a selection based on emotion rather than reason. While it might have its place in your social life, you really need to remove the emotion and base your decision to hire someone on specific criteria that you have set up and that the candidate then meets.

Before searching for a candidate, managers must know whom they want for the position. A starting point would be to consider the characteristics ...

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