The importance of recruitment and selection of sales people and the possible problems that you may encounter in selecting the wrong person for the job.

Employing the right person has the potential to, in the long run, save you thousands of dollars. Clearly the right initial choice will save money by reducing turnover but there are many other costs involved, some less quantifiable than others. Most sales managers agree that they cannot afford even one non-productive team member, yet most managers have their own 'horror' stories regarding troublesome or struggling employees. This highlights the importance of recruitment and selection of …

…Mistakes. Retrieved September 1, 2005, from http://www.derbymanagement.com/knowledge/pages/recruiting/salesforce.html 'Hiring the Wrong Person Costs You Three Times Their Annual Salary' 2005, Robotics World, vol. 23, no. 3, pp. 14-15. Retrieved August 25, 2005, from Gecko database. Marterella, J 2005, 'The Eight Critical Success Factors of a High Performance Sales and Marketing Organization', Lincoln Consulting LLC, pp.1-4. Wilkie, D 2004, 'Hire Standards', Engineering Inc., May | June 2004, p. 17. Retrieved August 29, 2005, from http://www.acec.org/publications/may-jun04/hirestandards.pdf