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Article
A Comprehensive Selection Process: The Key to Salesforce Retention
International Journal of Manpower (1991)
  • C. David Shepherd, Georgia Southern University
  • Marilyn M. Helms
  • Paula J. Haynes
Abstract

Salesforce turnover rates are increasing dramatically. As a result, retention of good salespeople is a critical concern for sales managers. It is suggested that salesforce turnover can be reduced through the use of better selection criteria. To that end, a multiple criteria approach is outlined for organisations to use in the salesforce selection process. The use of this approach will result in a better, long‐run fit between the organisation and its salespeople, thereby reducing turnover and improving customer satisfaction.

Keywords
  • Selection,
  • Salesforce,
  • Sales turnover
Publication Date
1991
Citation Information
C. David Shepherd, Marilyn M. Helms and Paula J. Haynes. "A Comprehensive Selection Process: The Key to Salesforce Retention" International Journal of Manpower Vol. 12 Iss. 1 (1991)
Available at: http://works.bepress.com/c_david_shepherd/48/