ABSTRACT
Assembling the right skills in a sales force can involve a number of decisions. For example, should salespeople be recruited who already possess the desired skills, or should the focus be on training the existing sales force? Managers have to decide what skills
• can be trained • must be trained • are a requirement for the sales candidate prehire
In some situations, previous training may be very beneficial. However, many companies, managers, and leaders might not see or understand the transferability of unique training backgrounds to their specific sales environments.
