Assigning salespeople to customers

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Women are playing an increasingly important role in selling both as salespeople and as sales managers. What are the challenges facing women and other minorities as they become involved in sales career?

Enthusiasm is one of the more important attributes sales executives look for in new salespeople. How would you measure or determine whether an applicant possessed enthusiasm? If an applicant lacks enthusiasm but shows a positive interest sales, would it be possible to teach enthusiasm?

The sales manager of a company manufacturing orthopedic medical equipment attempts to hire salespeople based on the personalities of the customers. The sales manager uses the same process when assigning salespeople to customers. In other words, the similarity hypothesis discussed earlier is being applied. Does this process make sense? As a sales manager, would you use the similarity theory in hiring salespeople or assigning salespeople to customers? Why or why not?

Reference no: EM132925891

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Assigning salespeople to customers : Women are playing an increasingly important role in selling both as salespeople and as sales managers. What are the challenges facing women and other minorities
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