ASU Sales Management Success Factors Paper

Description

The sales manager for one of the nation’s largest producers of consumer goods has identified eight factors that appear to be positively related to effective performance. The manager of human resources, who is concerned about high turnover rates among the sales force, would like to use this information to improve the company’s recruiting and hiring process.

The key factors are:

(a) priority setting

(b) initiative and follow-through

(d) creativity and innovation

(e) thinking and problem solving

(f) leadership

(g) communication

(h) technical mastery

Questions

(1) How could these factors become part of the company’s recruiting and hiring process?

(2) How would you define these factors and determine if applicants for sales positions possess these factors?

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