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Side ASide B
Criteria for selecting good salespeople
· Cannot be legally collected for use in the selection process – age race, etc.
Aptitude, Personal Characteristics, Skill Levels, Role Perceptions, Motivation, & Organizational and environmental factors
Native abilities and enduring personal traits relevant to the performance of the job – management: recruitment and selection processes
physical characteristics, family background, education, work and sales experience, and lifestyle – management: recruitment and selection processes
learned proficiencies at performing job activities – management: training and supervision
perceptions of job demands and the expectations of role partners – management: training and supervision and account management policies
desire to expend effort on specific job activities – management: compensation and reward systems
Organizational and environmental factors
Sales potential of a salesperson’s territory, salesperson’s autonomy, company’s competitive strength, etc. – management: Sales force organization;...
Age, maturity, empathy, knowledge of customer and business methods
Youth, high energy and stamina, verbal skills, persuasiveness
Education, product and customer knowledge, intelligence
Experience, age and maturity, aggressiveness, persuasiveness, persistence