Where Do the Best Sales Force Profit Producers Come From?

Darmon, Ren´┐Ż Y.
June 1993
Journal of Personal Selling & Sales Management;Summer93, Vol. 13 Issue 3, p17
Academic Journal
This paper outlines an analytical framework for assessing the long-run monetary value to a given firm of hiring salespeople from various sources of candidates. The proposed method takes into account the likely career path of a salesperson from each source within the considered firm, and consequently accounts for the expected sales levels, the expected turnover rate and all the associated costs. An application to an actual case study is reported. It was found, in this specific instance, that salespeople who had company previous experience, but in non-selling positions, could he expected to yield more long-run profits than salespeople from any other source.


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