Chapter 11. ASSESSMENT FOR SALES POSITIONS

Steven H. Brown

From the broadest perspective, a business cannot be successful unless it finds a way to sell its products or services. Although there are many ways to accomplish this task, most often an individual is responsible for making the sale. Sales positions bring in customers and revenue; the success of a company's sales efforts is often critical to total organization success. Having an effective sales effort is a key objective in most businesses, but as you might expect, there are many ways to reach success.

A Wide World of Sales Positions

When people think of sales positions, they rarely imagine the wide range of position types that exist. The Bureau of Labor Statistics (U.S. Department of Labor, ...

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