Selection research in a sales organization

Abstract

Research in the selection of salesmen should take into account (1) the job environment of the salesmen, since men are selected for training in a particular situation, (2) the need for dynamic research, since the jobs of different salesmen not only differ with differences in job environment but also with the passage of time, (3) the need for integration with management problems other than selection, and (4) the practical application of selective procedures. (PsycInfo Database Record (c) 2025 APA, all rights reserved)