Industrial Sales Force Selection: Current Knowledge and Needed Research

Johnston, Wesley J.; Cooper, Marth C.
March 1981
Journal of Personal Selling & Sales Management;Spring/Summer81, Vol. 1 Issue 2, p49
Academic Journal
The article provides a framework for evaluating current findings and for suggesting future research. A review of the marketing, sales management, and other relevant literature on selecting personnel is presented within this framework to determine its applicability to sales force selection. The framework has been presented as a focus for future research on the value of sequential phases in the selection process and the importance of specific applicant and interviewer characteristics at the different phases in this type of sales force selection process. As a result of such research efforts, implications for further study on how to conduct sales force selection should be provided. The sequential framework presents a unique conceptual approach to research in the sales management and the personnel selection literature. Industrial sales force selection is a costly, complex process relying on personal judgment of one or more decision-makers. While it appears that judges combine information differently, research on what criteria those hiring salespersons seek or how the information is weighted and combined is meager.


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