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| Author: | Mathews, B. P. Redman, T. |
| Title: | Recruiting the wrong salespeople: are the job ads to blame? |
| Journal: | Industrial Marketing Management
2001 : OCT, VOL. 30:7, p. 541-550 |
| Index terms: | ADVERTISING JOB SEARCH SALESPEOPLE UNITED KINGDOM |
| Language: | eng |
| Abstract: | The salesperson is central to the success of many organisations, yet job turnover in this role is reported as being excessive. Recruitment of these key individuals must be given a high priority, and practice should be as effective as is practical. This research examines the extent to which the job advertisement may be a contributory factor to this problem, by examining what recruiters say that they look for in today's salesperson and evaluating the potential effectiveness of advertisements placed in the printed media in the United Kingdom. |
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