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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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CHAPTER 18

The Final Decision

We have been focusing on how a company should best go about building a winning sales team. It is our purpose in this chapter to wrap up and summarize our suggested pyramid process of recruiting, screening, and selecting productive salespeople. We will also deal, to some degree, with the other side of the decision-making process—the applicant, who has to make his or her decision as well

As we look at the final decision and attempt to summarize how it is made, let us emphasize that the right decision must be a joint decision by the company and the applicant. There cannot be a winner and a loser in the hiring decision. If the hiring decision is a correct one, it must be a positive one for both the applicant and the ...

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