Sales Force Management, 13th Edition

CHAPTER 9

Sales Force Recruitment and Selection

LEARNING OBJECTIVES

Perhaps more than any other function of the sales manager, successfully recruiting new salespeople into the company is critical to the long-term success of the organization. As markets expand both domestically and internationally, companies continue to seek qualified new candidates to fill sales positions. At the same time, it is likely that talented people in the organization are being recruited, often by competitors, and leaving for other opportunities. Finally, competition for talented candidates is fierce and the cost of poor recruiting is high, in both direct and indirect costs. For all these reasons, recruiting and selecting salespeople has become a very important part ...