Industrial Sales Force Selection: Current Knowledge and Needed Research

AbstractSelection of sales force members is a critical function of sales management from both time and financial perspectives, yet little published research specific to this function exists in the marketing and sales management literature. Research in personnel selection has emphasized examination of the relative importance of a few variables in a single decision context. This approach does not consider the possible effects of the multi-decision process presently used in sales force selection. This article presents a conceptual framework of the selection process, reviews the marketing, sales management, and relevant personnel selection literature, and considers necessary future research directions.