Abstract:
The objective of this paper is to examine the different methods of selecting sales representatives for companies. The reason for finding different methods is due to the lack of performance by these individuals after they have been chosen by traditional selection methods. Companies are investigating different methods of sales position selections to better insure them of successful employees.The first topic that will be addressed is recruiting. Recruiting is growing as a selection tool for sales positions. The various recruiting topics that will be discussed include college recruitment, creative recruitment, and recruiting databases. The next topic will be interviewing. Interviewing has been a traditional form of employee selection. However, there are some basic guidelines that should be followed for a successful interview that will be mentioned. After interviewing, different testing methods will be introduced to the paper. Testing methods are ways to insure gaining successful sales representatives. The testing methods that will be examined range from presentation testing and role play testing to computerized and psychological testing. The final topic will be checking references, which is very important before offering a position to a candidate. With this article, will come a better understanding of the selection of sales representatives and their success rates.
