THE RECRUITMENT AND SELECTION OF EFFECTIVE SALESMEN

Abstract

In a recent article, Ingleton described the inadequacy of salesmen selection procedures in many large British organisations. Investigations showed that few firms had systematic selection procedures based on proven criteria and operated by management experienced in the recruitment of sales personnel. On the contrary, selection was often decentralised and a responsibility of individual managers who,

Citation

Doyle, P. (1973), "THE RECRUITMENT AND SELECTION OF EFFECTIVE SALESMEN", Management Decision, Vol. 11 No. 1, pp. 64-68. https://doi.org/10.1108/eb001011