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Abstracts prior to volume 5(1) have been archived!

Issue 5(1), October 2010 -- Paper Abstracts
Girard  (p. 9-22)
Cooper (p. 23-32)
Kunz-Osborne (p. 33-41)
Coulmas-Law (p.42-46)
Stasio (p. 47-56)
Albert-Valette-Florence (p.57-63)
Zhang-Rauch (p. 64-70)
Alam-Yasin (p. 71-78)
Mattare-Monahan-Shah (p. 79-94)
Nonis-Hudson-Hunt (p. 95-106)



JOURNAL OF APPLIED BUSINESS AND ECONOMICS

Improving Salesperson Recruitment: Examining Practices of Screening
Candidates for Potential Success versus Potential Failure

Author(s): Alexandra Brehmer, Bryan Lilly, Michael J. Tippins

Citation: Alexandra Brehmer, Bryan Lilly, Michael J. Tippins, (2013) "Improving Salesperson Recruitment: Examining Practices of Screening Candidates for Potential Success versus Potential Failure," Journal of Applied Business and Economics, Vol. 15, Iss. 1, pp. 29-38

Article Type: Research paper

Publisher: North American Business Press

Abstract:

Salesperson recruitment efforts largely target identifying candidates who appear to possess ‘sales success
traits’. However, success traits may differ from failure traits. Theory and practice both devote low
attention to understanding the unsuccessful salesperson, and how to incorporate sales failure into the
recruitment process. This paper reports the results of an exploratory study that examines salesperson
recruitment, tests the notion that recruiters ‘overlook’ failure issues, and develops variables that should
motivate failure probing, which should be useful for theory and practice.