search query: @indexterm Salespeople / total: 142
reference: 36 / 142
| Author: | Marshall, G.W. Goebel, D.J. Moncrief, W.C. |
| Title: | Hiring for success at the buyer-seller interface |
| Journal: | Journal of Business Research
2003 : APR, VOL. 56:4, p. 247-255 |
| Index terms: | Recruitment Salespeople Selling |
| Language: | eng |
| Abstract: | Much attention has been given to the changing role of the salesforce and the selling function. Many trends, or forces, have been identified as drivers of the changing nature of selling. A key question is how have the changes impacted sales managers' perceptions of the factors that are important to the success of the salespeople they hire? The importance placed on a variety of factors related to salesperson success including skills, content knowledge, attributes and historical indicants of performance are investigated in this article. |
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