Discrimination issues affecting the selection of salespeople in the United States: a review with managerial suggestions

Abstract

Traditionally, European firms have opted for hiring Americans to sell their products in the USA. However, the recent enactment of the Americans with Disabilities Act (ADA) highlights the growing complexity of discrimination regulation in the USA. Even before enactment of this landmark legislation the number of federal suits alleging workplace discrimination in the USA was staggering. Claims that in this litigious environment, European companies that choose to hire Americans to sell their products in the USA must be aware of the legal implications of all selection practices. Aims to provide the sales manager with the basic information needed for a comprehensive orientation to non‐discriminatory selection practices in the USA.

Citation

Shepherd, C.D. (1995), "Discrimination issues affecting the selection of salespeople in the United States: a review with managerial suggestions", International Journal of Manpower, Vol. 16 No. 4, pp. 57-69. https://doi.org/10.1108/01437729510089671