销售人员招聘英文外文文献.doc

本科毕业设计（论文） 外文文献 (此文档为word格式,下载后您可任意修改编辑!) Improving Salesperson Recruitment: Examining Practices of Screening Candidates for Potential Success versus Potential Failure Brehmer, Alexandra; Lilly, Bryan; Tippins, Michael J 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. Keywords: Studies; Salespeople; Personality traits; Success; Failure INTRODUCTION One of the most important tasks facing sales managers is hiring the right people. Personnel selection receives significant interest in the academic sales literature, with studies examining antecedents and consequences of hiring decisions (e.g., Ganesan, Weitz and John 1993), trends in recruitment practices (e.g., Cron et al. 2005), hiring for contexts that involve international sales efforts (Honeycutt, Ford and Kurtzman 1996), and individual characteristics that signal potential fit (e.g., Maxwell et al. 2005). Personnel selection also receives attention in practitioner literature, reflected in the Good to Great key finding that "getting the right people on the bus" is critical (Collins 2001), and in managerially oriented articles that provide experience-based insights and suggestions related to hiring. The research reported in this paper investigates two intriguing sales recruitment insights reported in a recent practitioner oriented article (HR Chally Group 2007). This project explores and extends the insights in a manner useful to the academic community, furthering