ABSTRACT
This chapter outlines the process of recruiting new salespeople into the organizations. It discusses the specific methods and procedures managers might use at each stage of the recruitment and selection process. In addition to improving management's ability to specify relevant selection criteria for new salespeople, a firm should conduct a personnel history analysis for another compelling reason. When the job involves missionary or trade selling, firms rely most heavily on a variety of external sources, such as advertisements, employment agencies, and educational institutions. The relative advantages and limitations of each of these sources of new recruits are discussed in more depth in this chapter. A survey of selection procedures followed by 121 industrial firms suggests personal interviews are almost universally employed, while psychological tests are the least-used selection tool, although their use is increasing again.
