ABSTRACT
This chapter describes the process of recruiting new salespeople into the organizations, and reviews the issues that surround the recruitment and selection of new salespeople. The issues discusses ranged from who is responsible for these tasks to the impact of federal legislation barring job discrimination on selection procedures. The job analysis and description phase includes a detailed examination of the job to determine what activities, tasks, responsibilities and environmental influences are involved. This analysis may be conducted by someone in the sales management ranks or by a job analysis specialist. The pool of recruits from which the firm finally selects can be generated from a number of sources, including people within the company, people in other firms, educational institutions, advertisements, and employment agencies. Section 703(h) of the 1964 Civil Rights Act approves the use of "professionally developed ability tests", provided such tests are not "designed, intended, or used to discriminate because of race, color, religion, sex, or national origin".
