Job Analysis and Hiring Practices for National Account Marketing Positions

Wotruba, Thomas R.; Castleberry, Stephen B.
June 1993
Journal of Personal Selling & Sales Management;Summer93, Vol. 13 Issue 3, p49
Academic Journal
National Account Marketing (NAM), a selling method growing in importance across virtually every product and service classification, has received little attention in the sales management literature. This exploratory study was undertaken to learn how firms plan and carry out the hiring of people for NAM positions. In addition, relationships were explored between performance in the NAM job and personal as well as organizational variables. Implications for NAM managers and recommendations for further research are also offered.


Related Articles

  • A Practical Program for Training Job Analysts. Sims, Ronald R.; Veres III, John G. // Public Personnel Management;Summer85, Vol. 14 Issue 2, p131 

    Focuses on a program training for job analysts. Development of skills and understanding in managing interpersonal and group process; Job data analysis; Problem identification and information sharing with other analysts.

  • Job analysis: Why do it, and how should it be done? Clifford, James P. // Public Personnel Management;Summer94, Vol. 23 Issue 2, p321 

    Focuses on job analysis. Principles; Approaches; Legal reasons; Impact on communication enhancement; Job analysis as a basis for major personnel decisions; Skills, knowledge and ability definition; Work behaviors; Contributions to efficient human resources management.

  • Multidomain Job Analysis: Procedures and Applications. Prien, Erich P.; Goldstein, Irwin L.; Macey, William H. // Training & Development Journal;Aug87, Vol. 41 Issue 8, p68 

    Discusses the procedures and applications of multidomain job analysis. Purpose of job analysis; Domains in the job analysis process; Construction of a multidomain job analysis inventory.

  • Four Methods Of Job Analysis. Markowitz, Jerrold // Training & Development Journal;Sep81, Vol. 35 Issue 9, p112 

    Investigates various methods of job analysis. Information included in job data which forms the basis for a variety of organizational decision-making; Basic approaches to observing job performance.

  • Selling & Sales Management in Action: Assessment Center Selection of Sales Representatives. Fleenor, C. Patrick; Kurtz, David L. // Journal of Personal Selling & Sales Management;May87, Vol. 7 Issue 1, p57 

    The article discusses the assessment center selection of sales representatives. Assessment centers are sophisticated selection devices used most frequently for hiring or promoting managers. Assessment centers are intense testing environments that place candidates in realistic problem settings,...

  • Shared goals foster better lead management. Budds, Niall // Marketing News;10/1/2004, Vol. 38 Issue 16, p17 

    Explains the importance of common goals in the process of lead management. Conflicts in the functions of the sales and marketing departments; Importance of communication to the development of business strategies; Factors which affect the success of a cooperative process between sales and...

  • Small Commercial, Great Opportunity. Stacy, Kelly J. // Best's Review;Jan2010, Vol. 110 Issue 9, p69 

    The article highlights the factors that companies needed to imposed to be more competitive in the U.S. It suggests that small commercial businesses should focus their attention to their employees who understand that closing the sale quickly does not mean the small business client is getting a...

  • Getting What You Want: The Fine Art of Management Sales. Goldsmith, David; Goldsmith, Lorrie // Business Journal (Central New York);7/31/2009, Vol. 23 Issue 31, p4 

    The article offers information on how to manage sales. It is important to understand the role in management sales to open a door of opportunity and making the company to be more competitive. Moreover, it offers several strategies in managing sales, including the need to read and take courses on...

  • Marketer Sees Quarterly Sales Increase Dramatically. Allen, Mike // San Diego Business Journal;11/7/2011, Vol. 32 Issue 45, p15 

    The article offers information on the statement about the increase of market sales based from the direct marketer of nutritional products and coffee the AL International.


Read the Article


Sign out of this library

Other Topics