Recruiting and Selecting Salespeople

At the middle of any successful sales force operation is the recruitment and selection of superior salespeople. Careful salesperson selection may greatly increase total sales force performance. There is no magic list of traits, yet, that makes for a good salesperson.

These are some factors which should consider:

1.   Persistence.
2.   Enthusiasm.
3.   Self-confidence.
4.   Initiative.
5.   Job commitment.

For recruitment of salespeople the organization may begin by getting recommendations from:  current salespeople, by using employment agencies, placing ad in classified newspaper, contacting college students.

The selection procedure usually evaluates following:

1.   Analytical and organizational skills.
2.   Sales aptitude.
3.   Personality traits.
4.   And other characteristics.