TY  - JOUR
AB  - Salesforce turnover rates are increasing
dramatically. As a result, retention of good
salespeople is a critical concern for sales
managers. It is suggested that salesforce turnover
can be reduced through the use of better selection
criteria. To that end, a multiple criteria approach
is outlined for organisations to use in the
salesforce selection process. The use of this
approach will result in a better, long‐run fit
between the organisation and its salespeople,
thereby reducing turnover and improving
customer satisfaction.
VL  - 12
IS  - 1
SN  - 0143-7720
DO  - 10.1108/01437729110139615
UR  - https://doi.org/10.1108/01437729110139615
AU  - Shepherd C. David
AU  - Helms Marilyn M.
AU  - Haynes Paula J.
PY  - 1991
Y1  - 1991/01/01
TI  - A Comprehensive Selection Process: The Key to Salesforce Retention
T2  - International Journal of Manpower
PB  - MCB UP Ltd
SP  - 18
EP  - 21
Y2  - 2024/05/11
ER  -