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Issue 5(1), October 2010 -- Paper Abstracts

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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.