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Discrimination Issues in the Selection of Salespeople: A Review and Managerial Suggestions
Discrimination Issues in the Selection of Salespeople: A Review and Managerial Suggestions (1991)
  • C. David Shepherd, Georgia Southern University
  • James Heartfield, University of Mississippi
Abstract

An increasingly litigious society coupled with complex and dynamic legislation makes avoiding charges of discrimination in selection practices a considerable challenge for the sales manager. The authors identify four problematic areas that, if avoided, greatly reduce the sales manager's exposure to claims of discrimination in selection. Further, recommendations are made for a proactive approach to nondiscrimination.

Keywords
  • Legislation,
  • Discrimination,
  • Sales managers,
  • Nondiscrimination
Publication Date
Fall 1991
Citation Information
C. David Shepherd and James Heartfield. "Discrimination Issues in the Selection of Salespeople: A Review and Managerial Suggestions" Discrimination Issues in the Selection of Salespeople: A Review and Managerial Suggestions Vol. 11 Iss. 4 (1991)
Available at: http://works.bepress.com/c_david_shepherd/46/