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Chapter 6 : Sales Force Recruitment and Selection - Coggle Diagram

- - - - /\ Depend on size of sales force and the kind of selling involved.
        /\ First-levels sales managers handle for
        : Straightforward jobs ,
        : Jobs where new recruits need no special qualifications ,
        : Job where turnover rates are high.
        /\ To be sales or marketing managers will be assist by personnel executives or top-level managers.
- - - - Types of product to be sold
      - Types of customers
      - Specific tasks and responsibilities
      - Relationship between the sales position and other positions within the organization
      - Mental and physical demands of the job
      - Environmental pressures and constraints
    - - Current occupants of the job
      - Sales managers who supervise people in the job
      - Current staff should be observed and interviewed to determine what they actually do
      - Use the job to create on job content, activities and training needs
    - - Examining the job description
      - Evaluating personal histories of the current sales force to identify differentiating characteristics among high performers